10 Sales Lessons from 2013

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This presentation highlights sales lessons from 2013!

This presentation highlights sales lessons from 2013!

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  • 1. 10 Sales Lessons from 2013 Visit us at www.aayuja.com *Via Business Matters Disclaimer: This presentation and the information provided here is indicative in nature and should not be treated as views of the organization. Meet Goals, Beat Competition, Exceed Expectations AAyuja © 2013
  • 2. 1 Prospect Continuously If 2013 taught you nothing else, it taught you that you can’t always rely on your existing customers to hit your sales targets. Prospecting should be done on a continuous basis, not just when you’re quiet. Existing customers are always looking for ways to cut costs in their businesses – and maybe you and your product or service were one of those costs?
  • 3. 2 Control The Sales Cycle 2013 highlighted the need for the sales reps to control the sales process more than ever before. It was the year where customers started asking for quotes regularly, but then didn’t seem to proceed with the order quite as fast. In many cases prospects want to know the price of the product and they take time for approval. Taking the control of sales process helps reps in getting the expected outcome efficiently rather running around with very little reward.
  • 4. 3 Know More About The Competition 2013 showed us that we have to be sharper in this arena. Many companies were finding increased competition when trying to sell their products or services, and often this was happening in existing accounts as well! If you truly want to be able to sell against your competition, you’d better know them – inside and out. Knowing who your competitors are, what they are offering can not only help you to outsell them again and again but also assess how successful you can be against your competition.
  • 5. 4 Write A Sales Plan A sales plan will helps you to achieve targeted sales and monitor sales performance. Start your year off well and get a written sales plan in place, right now. Without a proper sales plan in place, most people will miss opportunities that they could have converted, and miss other opportunities they weren’t even aware of. AAyuja Internal and Confidential © 2012
  • 6. 5 Examine Your Selling Level Directors and owners started taking more interest in exactly where the company’s money was being spent. Sales reps that were selling at user or manager level found that decisions were going above. 2013 was the year that purchasing and sign-off responsibility shifted somewhat. This means that all the sales reps that were selling at user or manager level found that decisions we’re going above – and that they weren’t coming back as positively or as quickly as previously might have happened. AAyuja Internal and Confidential © 2012
  • 7. 6 Ask Better Questions If your prospects and clients are looking at other vendors, and your phone calls and meetings are conducted knowing you’re not the only supplier they’re talking to, one of the biggest things that will differentiate you is your questioning ability. If you or your team are still asking mainly fact-find questions of prospects you’re calling or going to see, then you’ll probably be one of the first to be left behind in 2014. AAyuja Internal and Confidential © 2012
  • 8. 7 Look At Who’s Involved Businesses have re-engineered themselves and their business offerings over the last few months and for some companies that’s meant re-shuffling their staff and their responsibilities. who’s making the calls to try and get appointments for the field sales team? Or how about the incoming sales enquiries? This is worth looking at closely from a sales point of view however, as we want to make sure you aren’t losing any opportunities through any re-structuring or re-organization. AAyuja Internal and Confidential © 2012
  • 9. 8 Don’t Miss Existing Opportunities 2013 taught us that far too many people took their existing customers for granted. Never forget that your customers could well be on your competitors prospect list. Are you working to increase your number of contacts in each of your clients? Are you on top of every single potential opportunity? Are you regularly in touch with all your existing customers? Are you up-to-speed on what their plans are for the next few months as they re-focus their businesses? AAyuja Internal and Confidential © 2012
  • 10. 9 Focus On Your Pipeline 2013 was the year that whoever was in charge of the sales team realized how lazy they’d become. When was the last time you had a sales meeting in your company out of interest? Focus your energy on the prospects that are really winnable in the sales pipeline. Feed your sales pipeline with a constant flow of new opportunities which is a key indicator of quota attainment. AAyuja Internal and Confidential © 2012
  • 11. 10 Work On Your Sales Skills 2013 taught us that many of the basic sales skills that are needed for success in a sales role had been taken for granted. Improve your selling skills to understand buyer empowerment as prospects are taking longer to make decisions, higher level decision makers are getting involved, return on investment needs to be proved at every stage, more competitors are involved in every sale and prospects are looking to negotiate all your profit out of every deal. Last year was the year where sales skills mattered far more than in previous years. AAyuja Internal and Confidential © 2012