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Message
End of month strategies for those of you who are in sales or lead a sales team
Posted on 2/28/18 at 8:38 am
Posted on 2/28/18 at 8:38 am
For Sales Managers and/or Sales Directors:
Keep your message clear and simple. Don't add noise. Don't confuse teams. Have them focus on the 2 or 3 things today that will move business forward.
I suggest you:
- Check in with your team early this morning as soon as you get into the office.
- Ask what time their hottest prospects are coming in, going to see them, making contact, etc. (whichever is more fitting for your business).
- Ask them what time bound offer they are prepared to present today.
- Call them after each sales visit and/or qualified sales call.
- You must be involved in the details. You can’t do projects successfully without it.
Sales People
- Know the details of your leads and make sure you can articulate them back to your superior.
- Be a shark. Go out and find your food instead of sitting back and waiting for it.
- Stop, drop, and roll – Be fluid. Always be prepared to adapt and overcome!
- If a customer tells you NO today, it's because they did KNOW the benefits of your product. You failed them. And you failed yourself.
Questions that you should know:
1. What was the original catalyst for inquiry?
2. What are the biggest non-financial hurdles/obstacles that are preventing the hot lead from signing today?
3. What are the creative ways you can overcome these and when will you take that next step?
4. What is your next step in the relationship building process? Will you own it and when will it occur?
Keep your message clear and simple. Don't add noise. Don't confuse teams. Have them focus on the 2 or 3 things today that will move business forward.
I suggest you:
- Check in with your team early this morning as soon as you get into the office.
- Ask what time their hottest prospects are coming in, going to see them, making contact, etc. (whichever is more fitting for your business).
- Ask them what time bound offer they are prepared to present today.
- Call them after each sales visit and/or qualified sales call.
- You must be involved in the details. You can’t do projects successfully without it.
Sales People
- Know the details of your leads and make sure you can articulate them back to your superior.
- Be a shark. Go out and find your food instead of sitting back and waiting for it.
- Stop, drop, and roll – Be fluid. Always be prepared to adapt and overcome!
- If a customer tells you NO today, it's because they did KNOW the benefits of your product. You failed them. And you failed yourself.
Questions that you should know:
1. What was the original catalyst for inquiry?
2. What are the biggest non-financial hurdles/obstacles that are preventing the hot lead from signing today?
3. What are the creative ways you can overcome these and when will you take that next step?
4. What is your next step in the relationship building process? Will you own it and when will it occur?
This post was edited on 2/28/18 at 8:41 am
29
Posted on 2/28/18 at 8:40 am to Will Cover
I prefer a scorched earth policy
Posted on 2/28/18 at 8:40 am to Will Cover
(no message)
This post was edited on 2/13/25 at 9:18 am
Posted on 2/28/18 at 8:40 am to Will Cover
quote:
for those of you who are in sales
trashy
Posted on 2/28/18 at 8:40 am to Will Cover
1) develop your strategy before the last day of the month
Posted on 2/28/18 at 8:40 am to Will Cover
Sell drugs. You won’t have to deal with this BS as people will come to you
Posted on 2/28/18 at 8:41 am to Will Cover
Good advice. Every "no" you receive is just proof you're doing your job in sales. You're not hearing "no" if you're not asking for the business. You gotta hear 25 "no's" before hearing 1 "yes".
Posted on 2/28/18 at 8:42 am to Will Cover
I've set a goal of 3 boxes this week
Posted on 2/28/18 at 8:42 am to Captain Crackysack
quote:
develop your strategy before the last day of the month
I once had my boss tell me, "you need to suck less."
Greatest boss I ever worked for. We still laugh about it today.
Posted on 2/28/18 at 8:42 am to Will Cover
quote:
I once had my boss tell me, "you need to suck less."
That was his way of telling you to use your hands more.
Posted on 2/28/18 at 8:45 am to TDsngumbo
quote:
Good advice. Every "no" you receive is just proof you're doing your job in sales. You're not hearing "no" if you're not asking for the business. You gotta hear 25 "no's" before hearing 1 "yes".
Accept full accountability for your results.
Leaders are always accountable for results.
The Creed: “I am going to manage my sales responsibility as if it is MY own business; I need to accept full accountability for the results. As long as I can point some place out there – nothing will change.”
This is especially true if you are in a Sales Role. Stop thinking sales are down because you saturated your lead database at the end of last month – we have all received new leads with similar situations as the ones we sold last month.
This post was edited on 2/28/18 at 8:46 am
Posted on 2/28/18 at 8:47 am to Will Cover
quote:
Will Cover
What do you do for a living?
Posted on 2/28/18 at 8:48 am to Will Cover
my strategy starts with an "s" and ends with a "g" and rhymes with "candag"
Posted on 2/28/18 at 8:49 am to Will Cover
I don't need your help. Thanks.
Never let the end of the month be the end all be all. Get your shite done throughout the month.
Never let the end of the month be the end all be all. Get your shite done throughout the month.
This post was edited on 2/28/18 at 8:50 am
Posted on 2/28/18 at 8:49 am to TDsngumbo
quote:
What do you do for a living?
Working towards opening my business.
In my past life, I used to lead a sales organization before moving into operations (which is still sales in the world I came from).
This post was edited on 2/28/18 at 8:50 am
Posted on 2/28/18 at 8:51 am to Will Cover
If you waited until the last day of the month to worry about this, you deserve to be in the unemployment line.
Posted on 2/28/18 at 8:51 am to Will Cover
Weird, I watched this movie last night
Posted on 2/28/18 at 8:52 am to TH03
quote:
Never let the end of the month be the end all be all. Get your shite done throughout the month.
Tomorrow everyone starts off on the same "new contract / business" playing field again.
Sales people should work smarter with the same “end of month” intensity throughout the entire month, instead of just in the last week or day of the month.
This way, they will pace themselves throughout the month in order to meet personal, team, regional and company goals at the end without the chaos, hard closes and frantic search for business.
Posted on 2/28/18 at 8:55 am to Will Cover
Exactly. I divide my shite up to where I have what I need to hit each week in order to be pretty calm on the last day. EOM orders are usually lagniappe and get me paid more. Today it's just business as usual.
Posted on 2/28/18 at 8:56 am to Will Cover
Do an end of the month contest.
First prize is a cadillac el dorado.
Second prize is a set of steak knives.
Third prize is you're fired.
First prize is a cadillac el dorado.
Second prize is a set of steak knives.
Third prize is you're fired.
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