In general, we have an expression, “You either win or you learn.” And, while wins may be more difficult to come by throughout the pandemic, there are plenty of lessons to be heard. Here is a couple that relates to company development along with your sales staff.
- Qualification is essential when prioritizing your efforts.
In health care and sales, it is crucial to recognize who qualifies for your time, money, and resources. In the face of the outbreak, hospitals canceled elective procedures and asked just the most critically ill patients to come in.
In sales, particularly prospecting, we ought to likewise be selective in whom we decide to make investments. We have a limited amount of resources, and if we try to sell everyone, we’re probably wasting those precious resources, such as time, on individuals who’ll never purchase. Instead, we can get clear about what our ideal client looks like and what measurable criteria would qualify them as worthy of prioritization. We recommend taking a look at their pain, budget, and decision-making procedure.
- A little separation may be a good thing for your health.
Physical distancing is a proven way to avoid becoming a virus. The less you interact with unhealthy, contaminated people and items, the better your chances of staying healthy.
We teach a notion for business professionals known as I/R separation. In short, I stand for your Identity or self-esteem, and R stands for your Role as a salesperson. Negative results and feedback in your Role can be infectious to self-esteem and Identity. With the amount of rejection involved in earnings, it’s critical to separate who you’re from what you’re doing.
Do not allow the daily grind of your job affect your belief in yourself and your value as a human being. Instead, maintain your Identity secure by realizing that it is separate and unrelated to any function, job, job, or work you may be performing at any given moment. Never get emotionally involved in a sale, especially a prospecting call.
- Flattening the curve removes stress from the system.
By now, you are probably sick of hearing flattening the curve of the virus, but it simply means spreading the resources needed to take care of the illness through the years so that physicians don’t become overwhelmed. If everybody becomes ill at the same time, we cannot handle everybody, but if we allow sufficient time for some individuals to get better and move through the system, it frees up resources for more individuals.
The same lesson applies to sales. We often see salespeople that function in deserts and valleys. They make a whole group of agendas attempts to construct their pipeline, and then they get busy servicing those buyers and stop filling the funnel. This frenzied cycle requires flattening out. Best results come from doing just a bit of action, always, all of the time.
It is important to recognize your critical behaviors for results and then block time to work on all of them each day, week, or month. Normally, this consists of prospecting for new business, servicing customers, expanding existing accounts, and trying to recapture clients you might have lost. Flattening your curve by being consistent within your effort will result in sustainable business growth, instead of peaks and valleys.
- Traction takes time.
People around the world have been learning a valuable lesson in regards to washing their hands and physical distancing. Because the virus is invisible and has an incubation period, it is almost impossible to know when you or someone you are in contact with is infectious. That has forced us to become more proactive in our actions to stop its spread. If we all do the proper things, we could trust that the number of infections will gradually return.
You may apply this lesson to your sales activity, as well. We have a rule for this. “Never handle your results; handle your behavior.” Our sales are a result of our prospect’s buying cycle, so we can know ahead of time who is going to buy and when. Rather, we must focus on what we could control, the inputs instead of the outputs. Leading indicators such as the number of outreach discussions, sales meetings, and the proposals we do will provide us proactive behaviors that we can do to ensure a wholesome sales pipeline. If we do the ideal sales behaviors, we can trust our earnings amounts will gradually go up.
- Negative evaluations are fantastic news for everybody.
This is a little counter-intuitive. Obviously, testing negative for the virus is preferred. But, in regards to sales, do you say the same thing about disqualifying a possible sales opportunity? Hospitals wish everybody is and stays healthy. Shouldn’t we also hope people do not desire our remedy?
We hope you don’t need business development help. We hope you are crushing quotas and expanding the business of your dreams, but we also understand that is not the case for everyone. The chances are that no matter what you market, in an ideal world, people would not need it. The reason individuals trade money for services or products is that they have a need for something larger. They would be so happy, healthy, and satisfied that they would be of living the dream instead. In sales, “no more” is the second-best response we can hear. It might even be the best.
One said it is best that, “It is unethical to sell something individuals do not need, but it is also unethical to NOT sell something people do want.” Finding someone who doesn’t want your help means you have more time to use people who do. Doing both of those things is essential for doing your very best work for yourself and your clients.
Success in life and sales frequently comes down to a few fundamental principles that are universal to every person and profession. Matters like adaptability, consistency, self-confidence, proactive planning, and lifelong learning build healthy people, teams, organizations, and associations. Those classes can be learned from and applied to innumerable situations. Our mission is to collect all those best practices and discuss them with you.