Sales Training-Plan Your Formula for Success

Sales Training - Great Sales Success for Women (and Men Too!) Key #1 In this 10 Key article series, learn how to catapult your career, your sales and your life through learning superior 'Saleswoman-ship.' Key #1 is Plan Your Formula for Success Do you remember the last time you changed jobs? Did it require a mental adjustment of your self image? Chances are that uncertainties needed to be overcome. You needed time to grow into the new shoes. I remember sitting on an airplane from London bound for Chicago to meet my first prospective client after I started my company. I still felt allegiance to my old company, my old job, and my old colleagues because I had no experiences to draw upon from my new role. If you are just starting out in sales, or changing companies, you may experience this too. However, psychologists say that we can do a lot for ourselves to speed up the acclimation process for change. If we visualize ourselves working in the new role, feeling comfortable in the new role and succeeding in the new role, we will acclimate faster. Why is positive visualization important to us in selling? The answer is straight forward. Whether we are new to sales or want to improve our returns, we'll be adopting new methods of operation. We'll be forcing ourselves in new directions, putting ourselves under new pressures, disciplining ourselves, setting new goals - all of these will require that we see ourselves differently. The sooner we do this, the sooner we'll succeed. Let's look at the specific areas in which you'll want to see yourself operating successfully in the way of preparation for selling: Success Preparation Set overall goal Break the goal into daily work segments Carry out these daily segments Gain prospective customers Spend time on critical activities Create self-management system charts Organize our work systems Set Overall Goal Start at the top of the list and set your goals. What do you want to achieve? Calculate it in some concrete terms. Will it be a monetary figure, a percentage or multiple of a target set by your company, a possession to be achieved, or even a promotion? Now think about how to convert that goal to the actual number of sales you need in order to achieve your target. Good. Now the next step is critical and this is the step most unsuccessful sales people avoid. Divide your total sales into weekly and daily sales and then calculate the work necessary to achieve that. Calculate Workload How many sales do I want? _____________ How many prospects will I need to see in order to make one sale?___________________ How many prospects do I need in order to reach my total sales target? __________________ How much activity do I need to do to generate one prospect? - Telephone calls ____________ - Direct Mail letters ____________ - Exhibitions or seminars ___________ - Advertisements _____________ - Cold calling _____________ - Other ______________ - Other ______________ What daily activity schedule and results do I have to maintain in order to achieve my goal? (Include visits, telephone calls and all of the above.) ____________________________ ____________________________ ____________________________ ____________________________ ____________________________ ____________________________ By answering the questions above, you'll be ahead of 90% of your colleagues, and you'll kick-start your road to even greater success. There are 10 Keys in the Great Sales Success for Women Series. Visit http://great-sales-training.com/ for more information