Selling through tenacity and relationships can make your dreams come true

When was the last time you actually made all the calls and contacts you had to make in order to get the prospects and clients you need to reach your sales goals?

During the month it’s a good idea to measure yourself by using calling and contact statistics. These indicators should include: how many dials you’ve made, conversations you’ve had, appointments you’ve attended, proposals you’ve written – and their worth, closed sales you’ve contracted – and their worth, and the amount of networking functions you attended – golf matches, sporting events, association meetings, civic functions, and bake sales count as long as there are prospects in attendance.

But, be advised. If you don’t do these things on a continuous basis it’s easy to lose track. That’s why I advise you to fill out these forms weekly, that way you can measure your results on many levels.

It’s actually enjoyable to compare results from year to year. I’ve often analyzed certain weeks from year to year as well as months. Snowstorms and other conditions that effect deviations in your results should always be noted; otherwise your comparisons would be incorrect.

Stay the course when it comes to networking and relationship building. Pick and choose your events wisely. No one can attend every function, party, conference, or sports outing.
Recognize your audience and do some research as to who will be attending and what impact they can have on your ability to build relationships.

Depending on your industry, making a sale usually doesn’t happen overnight. Give yourself time to nurture relations, create friendships, and learn about people’s businesses.

I recently encountered someone who had maneuvered his business venture into a tight spot financially. During team meetings he would discuss ways of getting sales. Each week the method would change (sometimes within the week). His panic was palpable, his strategies unfocused, his team member turnover atrocious. Upon discussing the facts relevant to what should be his sales cycle his reality wouldn’t recognize the reality of the situation. So – the funds bleed, while he fails to recognize the need. Take time to build relationships, make calls, understand your sales cycles, and stay focused on your goals.

Constantly flipping methods, objectives, and directives can only have a negative effect on yourself, your team, and your sales.

However, it is a good idea to review your process from time to time and make changes accordingly. Market conditions turn, as will trends, competition, products, technology, and services. When adjustments are in order think about their impact within your industry and throughout your organization. Get feedback, and incorporate changes in ways that enable you and your organization to continue productively.

It doesn’t matter if you are an account manager or senior executive the process should work. Hold yourself accountable and be realistic and focused. It can wind up being fun and fruitful. You might even make your own Dream Team!