Part 2 of 6
After launching my eBook – How to Sell More in a Down Market – The Leadership Secrets to Dynamite Sales Results, and doing a number of related workshops, I’ve realized how difficult it is for many sales professionals to change to the changing environment.
Hopefully these brief excerpts will help inspire and motivate you to want to change because to maximize what opportunity exists for your products, services and systems … you must embrace change.
Additionally, accepting the basic premise of How to Sell More in a Down Market is vital for success in selling more in a down market. The premise is for you to “take a leadership approach to your sales responsibilities”.
This leadership approach is straightforward and practical. It has six elements.
1. Accept full accountability for your results
2. Adopt leadership attributes for success
3. Become inspired and motivated
4. Become a personal productivity champion
5. Learn to plan like a leader
6. Take responsibility in further developing your leadership and sales professional skills
Although a number of leadership elements comprise an exceptional leader, How to Sell More in a Down Market focuses on each of the elements of leadership mentioned above to help you improve your sales results.
From the Becoming a Personal Productivity Champion Chapter
As a sales professional, how is your time management, or as I like to refer to time management, how is your personal productivity?
It is essential for leaders of organizations to master the art of personal productivity. Yes, just like selling, personal productivity is an art form. A CEO who leads a worldwide organization cannot afford to waste a single minute when trying to profitably grow their business.
There are as many different ways to be personally productive as there are CEO’s. However, I think few leaders will argue with these five “big picture” items as the solution to being productive in their responsibilities.
1. Plan – you have to plan your business and your time. Without planning factors such as where you are going, how you’re getting there, when you’re getting there, who is helping you get there, what you need to get there and why you want to get there, you will likely fall short of your goals in both good and bad markets.
2. Evaluate your progress – you have to take the time to evaluate how you are doing and make adjustments to your plan if necessary. This prevents you from wasting time on tasks that aren’t working in both good and bad markets.
3. Organize – leaders need to be personally organized, so they can organize their team to execute the plan. You know without organization you will be less effective in getting results in both good and bad markets.
4. Prioritize – leaders have a great number of things to do and decisions to make. Without properly prioritizing, they can waste their resources focusing on the wrong areas in both good and bad markets.
5. Schedule – leaders schedule their day, week, month and year. Their daily schedule is set like television programming; you know what’s on at what time and the only way that will change is if there is an earth-shattering development that needs to be communicated.
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