I recently received a call from a colleague whom I’ve sold with and coached regularly. He was sending me his sales plan and recent revenue numbers for us to discuss together.  With a new job and in his first quarter with a new employer, one of the best revenue producers I’d known found himself bearing witness to the atrophy of his initial revenue forecast commitment.  The Result:  embarrassment, frustration and disgust at the thought of being at the bottom of a sales leader board. (Note – this was also a déjà vu moment for me.)

After listening to 10-minutes of venting, I asked: “Are you finished yet?”  He laughed when realizing his Type-A, hyper-competitive personality was both an asset and a curse… if it wasn’t kept in check. This scenario also provoked me to spend time in introspection as I asked myself “Do I sound like that too?”

Here are the Top 5 Actions we agreed to implement to change the view from the bottom of the leader board.

 Take a humility pill: step away from the ledge, and don’t jump!  You’re good – not God.  The view from the bottom is usually temporary and in transitional scenarios such as this, finger-pointing can be dangerous and self-condemnation is premature.  Share your perspectives with a supportive manager and winners on the team to leverage their experience for guidance.

Practice a Flawless Opening:  It’s true – first impressions count.  Be prepared and be certain you have articulated or presented clear, concise, and compelling business reasons for them to remain engaged with you… again. An acceptance for a meeting invitation is nothing. The question is, are you being invited back?

Think Big, Be Big: You’ll work just as hard for a $5,000 deal as you will a $50,000 deal… and won’t achieve your quota objectives. Re-prioritize your focus to invest 80% of your the time and energy doing those things that matters most, with contacts who are ready, willing, and able to buy.  Delegate non-revenue generating activities and engage in those activities that will make a BIG difference quickly.

Network with your peers & recruit new partners:  This company’s largest previous deal came from a lead which was supplied by a partner. Replicate success and recruit other partners who have ongoing access to the hottest projects, understand the latest trends and have executive-level access to the clients you want to do business with.

 Up-sell Existing Customers & Revisit Lost Deals: The fastest path to new revenue has always been thru an existing customer. Initiate account reviews to ascertain what’s changed, discuss new capabilities and ask for referrals.

Win,

Chris Bel, III