Holiday Sales Tips

It's safe to say we'd all like to be better at our jobs next year than we are today. I was recently sent this useful list of New Year's resolutions from Seleste Lunsford, Director of the Leadership Portfolio for AchieveGlobal, a sales training and consulting firm. It just might help you get 2008 off on the right foot:

1.) I will build my pipeline all year, not just in spurts. 

2.) I will balance new business development with current account management. 

3.) I will spend more time with clients and less time on administrative tasks. 

4.) I will manage my email; it will not manage me. 

5.) I will delegate some activities to trusted teammates. 

6.) I will become more knowledgeable about a specific industry, market or product. 

7.) I will read more, research more and be more credible. 

8.) I will not chase dead-end opportunities. 

9.) I will sell a product or service that I have never sold before. 

10.) I will use my sales force automation system as a productivity tool.

Seleste also provides some quick tips on getting the last bit of revenue into 2007:

•Focus on business clients who are not seasonal (seasonal clients are too busy to talk now). That said …

•Call seasonal clients if you can help them in the immediate term .

•Try to get customers to pilot test solutions . This provides some revenue now, but gets you qualified opportunities going into next year. 

•Think beyond the moment. Don't make any deals on December 31 that you are going to regret on January 1. 

•Target your current accounts and look for incremental up-sell opportunities. 

•Focus on products and services that do not take a lot of implementation support. 

•Build your pipeline for 2008! 

•Conduct year-end business reviews with key clients and see what opportunities might arise.

Comments

[TJ McCue]

Jeremy
This list rocks! What a great and powerful list of reminders. Even though my company is named Q4 Sales -- it was completely with #1 on your list in mind. You must always keep the pipeline full. Well, i guess you don't have to, but it sure makes for a less stressful life when you don't have to sweat the loss of a client. Basho Strategies just did a great podcast on how sales types can keep up their energy and motivation -- different than the usual ra-ra stuff.

Anyway, again, kudos on a great post. Enjoyed it.
TJ McCue
www.q4sales.com