Posted on Monday, June 29, 2020

Creating a Simple Sales Activity Tracking Sheet

What distinguishes average salespeople from top-performers? Regardless of education or experience, success is directly tied to self-discipline. Above all, top-performing salespeople know their numbers.

Tracking sales activity might not seem fun. It doesn’t give you the euphoric feeling that closing a deal can; tracking your numbers doesn’t have an immediate pay-off. It can take months (sometimes years) before you’ll reap the rewards of it, but if you want to rise to the top in your industry, then you have to know your numbers.

Here’s the good news: keeping track of your sales activity doesn’t need to be complicated.

Posted on Monday, June 15, 2020

The Importance of Routines in Challenging Times

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I’ve written a lot about routines in the past. From morning routines to end-of-week routines, I’m a firm believer that consistency creates wins. In challenging times, routines are more important than ever.

Times like these are tough, and beating yourself up about all the things you aren’t doing right (or those you think you aren’t doing right) simply isn’t productive. There is a way to use routines to hold yourself accountable while also giving yourself some grace.

Posted on Monday, May 25, 2020

How to Reverse-Engineer Your Sales Goals

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I’ve written previously about the 3 Levels of Goal Setting. But if you’re struggling to figure out how to calculate those numbers for yourself, don’t worry! I’m going to help you reverse-engineer your sales goals and create simple activity goals.

Picking a number and saying, “Sure, that feels right,” when you’re trying to set intentional, smart goals can feel disorganized. I find the best way to arrive at the perfect number is to work backward. There’s a simple calculation for it.

Posted on Monday, May 18, 2020

Sell with Empathy (Especially during a Crisis)

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I’ve heard this from a lot of salespeople lately: How do I still sell right now? I know trying to sell during a crisis has put us all in uncharted waters, but we have to keep moving forward.

This current crisis feels different because COVID-19 has affected everyone. But we can still learn lessons from other nationwide tragedies (the aftermath of 9/11, the Great Recession) or the more common regional natural disasters and industry-specific downturns that can be devastating for our clients.

We can start selling again. But we need to approach it the right way.

Posted on Monday, May 4, 2020

Running Virtual Meetings Effectively

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Our world has changed so quickly in the last few weeks. We’ve had to adapt to a whole new way of doing things—in business and in our personal lives. One of the biggest hurdles many people are facing is running virtual meetings.

It may be completely new to you, but you can prospect, sell, and lead meetings over video conferencing services effectively. There are a few keys to adjusting to this style of presentation. Once you master those, you’ll be off and running!

Posted on Monday, April 27, 2020

Adjusting to Working From Home

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It’s safe to say that no one was prepared for 2020 to take the turn that it has. So many people have lost work due to the global coronavirus pandemic. Most of us who are lucky enough to still have work are working from home.

I’ve been working from home since 2011, so that part hasn’t been different for me. But I’ve seen this change cause real stress for many friends and clients. I wanted to share some tips on how to adjust and work effectively from home during this unprecedented time in our history.

Posted on Monday, March 9, 2020

It’s Time To Stop Making Excuses

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How often do you want to quit what you’re doing during your workday? How often do you give yourself a reason—any reason—to leave your office? It’s time to stop making excuses for your behavior.

Motivating yourself is all about having good self-talk. But it’s so easy to let negativity creep in around the corners of our day. And when it does, it can have a domino effect on every single area of our lives. Negativity can hold us back from reaching our goals. It can damage our relationships and prevent us from moving up in our careers. Frankly, negativity is poisonous. If you want to end negativity and the effect it’s having on your productivity and happiness, I have one simple tip for you.