Go for the Gold: 2010

All of us are feeling the strain of the current economic crisis.  Sales, or lack of, are the critical pressure point in many make it or break it situations. Let the 2010 Winter Olympic hopefuls inspire you to up your sales game, really push your sales team to the limits. Here are 5 easy tips to help your team get pumped.

1. Take a good hard look at your prospects.  Quit spending serious time on prospects that have not made a firm commitment to your product – not your company but the product you’re pitching.  Don’t drop the ball with any lead but take a 2 minute time out to review the play strategy of all prospects.  You may even need to talk to their coach (manager) – especially if that person is ultimately calling the shots. 

2. Review your sales tactics.  It may be time for a diversion.  You won’t win if you’re relying on an unopened e-mail to make a sale while your competition is sitting in the prospect’s conference room, armed with donuts and a hot cup of coffee.  Step up your game. 

3. Watch your speed.  If your sales cycle is longer than it used to be, find out why.  Requested quotes must be done immediately.  Be prompt, personalized, persistent and professional in your sales follow-up or you may find yourself watching from the bench.

4. Selling should be a multi-tasking event. 
a. Recruit only qualified prospects.  Network, network, network.
b. Old players are sometimes your best performers.  Don’t discount old leads – refresh them.
c. You’re not the only one in the race – be aware of your competition.
d. Your prospect/customer database is the key to success.  Keep it clean and use it daily.

5. Performance. (Call to action)  Make sure your first string players are on the phone, e-mailing, Tweeting or personally engaging your prospects/customers regularly.  Use all of your available mediums to capture the prospect’s attention. Once captured, ask your prospect their preferred method of communication.  It’s time to get social savvy and get in the game.

The gun just went off and the race is on.  Push your sales athletes to new limits and give them higher self-rewarding goals to meet.  Exercise creative avenues you’ve never attempted and get them pumped to capture the real gold in 2010.

On a special note, the participating business units of the ITW Packaging Solutions team would like to congratulate the men and women athletes who made it to the 2010 Winter Olympics.

Editor: Cheryl Miller – February 17, 2010©