Friday, June 28, 2013
Why Sales Should Be Your #1 Priority
When the momentum is lacking, it's easy to become disheartened and slack off or abandon the goal altogether in favor of looking for a new magic bullet. In almost all cases, the missing ingredient is very close. Typically, that missing key involves taking massive action. Not just any action, but action that is focused on the fundamental steps needed to drive the company forward. More often than not, that action revolves around sales. After all, if there are no sales, there is no business.
"Nothing happens until a sale is made."
Every business and industry has its own subtleties and nuances when it comes to sales, but there are core activities that apply to all.
What are these core activities?
Generating sales momentum is not as complicated or difficult as you might think, but you must have an effective plan for prospecting every single day. Begin by dedicating time on your calendar for prospecting and getting new clients. Nothing should interfere with this. Focusing on prospecting and sales is what creates forward momentum for the entire organization.
Sales should be the number one focus, whether you are a one-man show or a company with hundreds of employees. If sales activities aren't the focus and the priority, they'll be too easy to put off until tomorrow. You'll always have fires to put out and other tasks to attend to. Making sales the number one priority for the whole organization creates the momentum to move the entire company forward.
If sales is not the number one priority in your company, try this approach. For the next 30 days, make sales your number one priority every day. Don't stop selling even when you pick up new clients.
Create a dedicated time on your calendar every day for prospecting. Create and send direct mailers, make phone calls to reach out to prospects, attend a networking event, give a talk, send personalized emails, and visit top clients, asking for referrals. Seek momentum. It's the wind for sailing the ship forward. Dedicated, laser-like focus on prospecting and selling activities creates that momentum.
If you perform these activities without fail for 30 days, you'll be amazed at the positive energy you create. That activity and the results it brings will give you the boost and motivation to continue. Success and growth in business comes from focused sales momentum. Dedicate the next 30 days to making a permanent shift toward becoming a sales-focused company.