Tool Box
Issue No. 47 - June/ july
Fundamental sales factors to focus on
by Craig Stubing
A stitch in time saves nine. Prevention is better than cure. These words of wisdom from yesteryear are as applicable today as they ever were, especially to salespeople. If, as a salesperson (or sales manager), you fail to keep an eye on the fundamentals and fix problems while they are small you can find yourself, and perhaps your sales group, in the depths of a sales slump. You then face the challenge of working your way out if it – and that can be hard. Here are four fundamentals to keep an eye on at all times.
Attitude
Your attitude can be your greatest asset or your greatest liability.
With that in mind you are wise to take steps to
maintain a positive ‘can do’ attitude by being aware of your self-talk, being selective with what you read and being choosy about the company you keep. The person you talk to most in your life is your ‘self’. If you talk to yourself in negative or berating terms you nobble your chances of success. Be careful what you say to yourself. If you’re inclined to negativity or to bash yourself up, write some positive affirmations and ‘bash’ yourself with those instead.
Be careful what you read.
You don’t have to go far to find bad news; in fact some of us pay to have it tossed on the front lawn seven days a week. Good news reading is harder to find but it’s out there; find it and use it. Be choosy about the company you keep. The world is not short of whingers who see it as their responsibility to make everyone else as down as they are. Avoid them – mix with positive people.
Activity levels
If you maintain a suitable level of sales activity you go a long way towards maintaining a suitable level of productivity. The things that may get in the way in this area include failing to set activity targets, failing to keep ‘score’ and poor time management. Intelligent sales activity is generally rewarded with good results. You need to set, and commit to achievin...
