Monday, December 26, 2011
Selling Copiers & MFP's "9 Tips to Start the Year Right"
Even me with 32 years in the "down the street" sales can still learn a few things. Over the last few years I've made the effort to schedule vacation time a few days before Christmas and then the week after Christmas. I don't go anywhere, will do a few things around the house that need attending, take some longer naps (I need em), get some of the odds and ends done that I've put off like re-registering the car.
More importantly, I'll take this time to recharge. Things that I like to do during my time off that will help me with next years sales.
1. Re-read a few chapters of my favorite sales books. (you've got to stay on top of your game, there's nothing new in sales, so it's always good to review and make sure you're doing all of the right things)
2. Make a list of my goals for next year. (I'll make one or two major and then 5 or 6 minor ones).
3. Update my data base in our CRM software. Out with the crap and in with the new. (In my case, just like the old index cards, some accounts will get lost in the shuffle. I'll take this time to make sure every account gets a call)
4. Make a list of 20 "Net New" Companies that I'd like to get as accounts. (Kinda my wish list for accounts that I'd like to get into for the new year)
5. Educate myself about what my competitors have to offer for hardware & software. (Sometimes we get so caught up with prospecting, researching, quoting and closing that we find ourselves not knowing about new products and software from the competition, I'll take a trip to their web site to review)
6. Make some follow up calls to make sure I have some January business. (There's always some loose ends that need to be taken care of)
7. Review pipeline for first quarter. (What can I say, you always need to know what you need to do to make things happen and have the business that will pay you the big bucks)
8. Relax (My most favorite, this will also include power naps, mindless entertainment, and a few good flicks)
9. Family Time (Other than relaxing I'll make sure I help the wife or the kids with something special, if it were not for them I might not have the desire, determination or dedication to be the best at what I do)
The industry has been good to me and I'm pretty sure it's because I've always worked hard. With out hard work and passion I probably would have wilted many years ago. But, after 32 years there's always something new and something new to learn.