No matter what the markets throw at us, the people who can adapt are the ones who will advance in their sales careers. As a salesperson on the frontline, you need to be aware of current trends and recalibrate your methods to align with these new directions. Advancing your sales career can feel impossible right now when you’re struggling to maintain the status quo, but it is doable. Here are our tips to help guide your success and advance your sales career.
Don’t Cut Corners
As a salesperson, you should be no stranger to transitions, uncertainties, and fluctuations in the market. Whether these shifts were set in motion by an economic turn, consumer demand, industry trend, or an environmental factor, an unpredictable turn of events is no reason to compromise sales quality and integrity.
The pressure to close deals and meet quotas will always be there, but your customers want to see you take steps to maximize value during uncertain times. Instead of rushing to make a sale at the expense of your organization’s best practices, devote time and energy to treat each account like a relationship. Continuously examine your tactics and never forget to ask yourself, “Am I cutting corners with this account? Or am I operating in a way that is ethical and promotes excellence throughout the sales funnel?”
Look for Ways to Innovate
How you pivot when business is difficult shows your true character and resilience. While it can feel safer to maintain the status quo in uncertain times, don’t shy away from risk. Be that salesperson who sees the hurdle as an opportunity to troubleshoot and innovate. Remember, uncertain times require bold action to come out on top.
An upbeat attitude instills confidence and reassures customers, which they need more than ever in times of crisis. Not only that, but emotions influence most purchases since people are drawn to what makes them feel gratified. If you radiate positivity in all business interactions — directly with prospects and behind-the-scenes when they are not around — those potential customers will notice. An upbeat, enthusiastic attitude will leave a strong emotional imprint and go a long way to securing a sale in the short term and a relationship in the long term.
Use a Clear, Defined Process
Your two main objectives when selling are to convert new leads and establish repeat customers. To hit those marks, you need a consistent sales process. You need a structured, targeted chain of action steps to guide you from initial contact across the entire customer journey to a successful close. When you define each stage in the process ahead of time, it teaches you to anticipate what a prospect needs to advance in the sales funnel.
Elevate your Standards
Of course, your organization has standards and quotas to meet. But while managers can hold you accountable, you’re the only one who knows the full extent of what you can deliver. Challenge yourself to outperform the benchmarks that management sets, and create your own activity-based goals. For instance, if you need to contribute to a 25% annual revenue growth, aim for 30% or 35%.
Invest in Continuous Learning
Many professionals default to the notion of, “I have enough experience and knowledge in my career already.” This kind of thinking is very close-minded and won’t help you in the long run. If you want to continuously expand and advance, then block out time on a regular basis to learn more about your products or services, industry and market trends, and new skills that could benefit you.
The Bottom Line
Uncertain times can’t always be predicted, but with a little bit of effort, you can continue achieving and succeeding regardless of your circumstances. If you’re struggling with making advancements and reaching out to your leads, ebs/Growth can help! For almost 20 years, we’ve been called in when sales teams are frustrated. When sales quotas aren’t met, and attrition is high, sometimes hard work isn’t enough. Our business growth sales enablement program combines sales strategy, consulting, coaching, training, and proven methodology that focuses on the right team structure to improve efficiency. For more information on this service click here or give us a call today!