The most important process always depends on your goal. For example, your goal could be contacting a set number of leads or submitting a certain number of sales per week. You don’t need to say it out loud, but there’s a pretty good number of people in sales roles who just want to pay the bills until they can find a better way to pay the bills.
I suggest we start with identifying your goal.
Just be honest with yourself. If you hate sales, you hate it. If you don’t know how to make it work, admit you don’t know what you’re doing. If you’re a small business and just need to sell enough until you get things rockin’, you are far from being alone on that boat. Honesty will get you a lot further than you think.
Now, before grabbing that pen (You should grab a pencil with an eraser.) and paper, take a moment to let out a big sigh of relief. It’s going to be okay. You can get better at sales very quickly!
Let’s start with your lead process. That’s the beginning of it all really. Are you getting enough leads? How are those leads developed? Do you provide your own leads or are they provided for you? How many leads do you need to make a sale? Are you working the leads provided or are you wasting them with a poorly designed and implemented sales attempt? Are you able to provide yourself with enough leads to support your need? What is the number of leads that you need? What constitutes a great lead versus an adequate lead?
There’s easily a hundred more questions I could ask about your lead process. Imagine you’re putting together a 1,000 piece puzzle. Each piece is absolutely necessary to the whole picture but if the puzzle were missing a few pieces, you could still see the picture and get the idea. Your sales process is like that puzzle with a few missing pieces. All the pieces aren’t necessary, but you would be better off with more pieces than fewer pieces.
I’ll admit the most important part of the process to fix is a moving target. That’s one of the keys to becoming a professional sales person, recognizing those moving targets and fixing them.
Anytime you’re dealing with human beings, you’re dealing with anything and everything that you can imagine. That’s why you can design a sales process to win awards and still not see success with sales. You have to be willing to use your senses, intuition, and people skills to maximize those closings. You can’t go into it with a chip on your shoulder or just a show up and get paid attitude. You have to “get into it” so to speak so that you can turn on those senses, intuition, and people skills.
Today, you’re going to fix your most important process… your thought process!
Decide if you’re willing to make sales. If not, then its time to move to another option. If you’re willing then, the ability is something that can be easily fixed.
Unfortunately, there are times, more often than I’d like to think, when the leads given to you are not worthy and you’ll never hit the goals with them. There are products and services that will never hit the numbers you hope to hit. I see product saturation in the market far too often. I see inferior products presented to educated consumers. I see obsolete products and services in the market. Just because a product or service exists does not mean there’s an adequate market for it no matter your level of passion.
At the same time, you have to recognize that many products are capable of being sold by the dozens in the hands of a person with the right attitude and sales training. Fixing the problem is a moving target, but that’s where you come into the picture. Are you going to learn to recognize the areas needing correction or are you going to walk away from a sales role?