When The Going Gets Tough,
The Tough Get Selling
Dave Brock, Partners In EXCELLENCE
(Download PDF Version)
The current economy, business uncertainty,
the global political environment creates difficulty for virtually every
company, globally. Difficult times require toughness in execution, not
Sales leaders creating the best results are
doing a number of things to extract the best results possible:
When there seem to be fewer customers
buying, many sales people tend to hold onto bad opportunities too long.
They succumb to wishful thinking, wasting time and resources on
opportunities that are not real or for which they cannot effectively
compete. The top professionals are pragmatic, realistic and focused.
They focus intensely on the opportunities that are the best fit, pursue
them viciously and win. They disqualify bad deals early, utilizing their
time and company resources most effectively where they can create real
value, differentiate themselves and win.
The best professionals demonstrate and deliver value from the very first
sales call, they continue to do this through the sales process. They
create a strong business focused proposition, using the customer’s data,
demonstrating strong return. If they cannot create a compelling value
proposition, addressing the customer’s highest priorities, they move on to
Passion for customers:
Sales leaders are passionate about solving their customers’ problems.
They are driven and they demonstrate that passion in everything they do.
This passion is contagious and engages their customers, creating success
When the going gets tough, the tough work their process. The best sales
professionals are always process driven. They have learned what they need
to do to be effective. They tune their process to maximize their
efficiency. They execute the process with precision.
Numbers(read “performance”) driven:
They are not only quota driven, but they know their own key performance
indicators. They know how many prospects they need to be developing, they
know their selling cycle, they know their win and conversion rates. They
viciously track their performance to make sure they are on target. As
soon as they find they are off track, they take corrective action.
Ruthlessly fact oriented:
They don’t fool themselves with wishful thinking. They aggressively seek
facts about each sales opportunity and their own performance. They know
that acting on facts produces results. Whether the facts are good or bad,
they can always develop a strategy to address and correct a situation when
they deal with facts.
They guard their time and how they use their customers’ time. They know
time is not recoverable and seek to make the best use of their time. They
constantly seek to accomplish more in each call with a customer, reducing
sales cycles and using time well. They refuse to engage in activities and
opportunities that waste their time or their customers’ time.
Many sales people, driven by wishful thinking develop convoluted and
complex strategies, trying to fool themselves into winning. Tough-minded
professionals focus on the basics and execute ferociously. They are
direct in their behavior and actions.
Professionals maintain their optimism. They know they can survive by
executing with focus, precision, and discipline. They constantly monitor
the indicators of success and know they are on the right path. They know
there is light at the end of the tunnel.
True professionals will find ways of
surviving in tough times. They are driven, confident and focused. They
know when the going gets tough, the tough get selling!
Partners In EXCELLENCE provides many training programs that provide great
impact in improving the effectiveness and efficiency of the sales teams.
For information on the
Dimensions Of EXCELLENCE training programs, follow the link.
Partners In EXCELLENCE
works with its clients in assuring their organizations perform at the
highest levels in these tough times. For tools and white papers on various
specific aspects of managing in tough times, visit our web site at
www.excellenc.com. For more discussion and insight on the items
discussed in this article, please call at 949-305-7146 or contact us at
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February 12, 2008
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