Last week I took part in a panel discussion sponsored by KiteDesk, along with two of my favourite pundits, Matt Heinz and Mike Weinberg. In the discussions leading up to the event we wanted to deliver something of substance, people can put into practice right away in almost every market segment, and something that would have impact now, before the end of the year. We each presented three things you can do to close the year strong. Hence the title of today’s post, featuring my contribution.
1. Revisit “No decision” Opportunities – As I have argued in the past, it is important that we always understand why opportunities that made it into our pipeline delivered the results they did, usually one of three: Win – Loss – No Decision. Some do a good job of exploring wins or losses, some do both, but they often overlook the “No Decision”. But if you understand why they did not go further, you can understand when and why to re-engage.
There are some who may have passed because of budget, and now towards the end of the year, they may have some unused funds, or may be in the process of planning for next year. There could be a question of priorities and changing objectives; a host of factors that could make someone ready now that may have hesitated in February or March.
2. Delegate – A lot of sales people have a Superman complex, they feel they have to do it all themselves, “no one is as capable as I am”. As a sales person, your territory is “your business”, and when you look at successful business people, one of the things executives do well is delegate. Even if you don’t have people working for you, you still delegate. Given that time is your most valuable and non-renewable resource, it is important that you maximize by focusing on the highest-value activities. Know what your time is worth, and if a task is well below that line “outsource” it. If you are part of a company use other groups, usually better suited to the task. One example is customer service, I see to many sales people dealing with “admin” type of requests from clients instead of sending it to where the task really belongs, customer support, who is usually much better prepared and equipped to deal with these things. I am sorry but the battle cry of looking after clients rings hollow, your job is to win and grow clients, let customer support do theirs. Even if you are in a small company where these resources don’t exist, think about how you can ensure that you are executing the highest value activities, stop doing low value activities others can do for you. Use third party resources, you can hire a Virtual Assistant, or for special tasks, go to something like oDesk, or others, and get things done by others, leaving you time to do the things that only you can do to move a sale forward.
3. Leverage Automation – The hidden cost of social selling is time, and to a lesser degree content. A variation on the delegate route, is automation. There are a host of tools you can leverage to cover clients, prospects, and keep an eye on the market and opportunities. One example I use is an app I use called Charlie. It is linked to my calendar, sends me both a social round up, latest tweets, LinkedIn updates, and news from traditional sources the morning of my meetings, and an hour before. I can be up to date in their real world and social activities. This allows me to be up-to-date, relevant, and formulate questions that have specific meaning to the prospect and their objectives, allowing me to focus on them and leave the product in the car.
These are three ideas that were discussed, Mike and Matt had some great, and more importantly, practical and immediately usable ideas that will you close the year strong, and stay strong right through 2015 and beyond.