How to Accelerate Sales Growth in 2016

HOW TO
ACCELERATE
SALES GROWTH
IN 2016
Selling Skills INSTITUTE
“The leader in Transforming Sales Performance”

“The greatest tragedy of all is
that too many salespeople
invest their entire lives in sales
and it never occurs to them
that they should commit
themselves to becoming
excellent at it.”
Charlie Anderson
President Selling Skills Institute
2

To reach the next level of success, you need to look
in the mirror and occasionally assess what’s working
and what’s not working.
Self-assessment is the first step in
any personal improvement program and
is often the hardest step.
As famed UCLA basketball coach John
Wooden put it, “It’s what you
learn after you-know-it-all that
counts.”
3

What’s working … what’s not
working?
Working Not Working
4

Action Plan for Improvement
What’s Not
Working
Action Plan To Improve
5

List your most rewarding successes for 2015
1. _________________________________
2. _________________________________
3. _________________________________
4. _________________________________
List your biggest disappointments - that you had control
of.
1. __________________________________
2. __________________________________
3. __________________________________
4. __________________________________
Was there anything you could have done to lessen or
eliminate these disappointments?
______________________________________________
______________________________________________
______________________________________________
______________________________________________
______________________________________________
6

To lead a successful life, career, and/or
business, you need four things:
1. A crystal clear understanding of WHAT you
want to achieve.
2. A passionate desire and burning WHY that
inspires massive action.
3. A plan of action, which points to HOW
success will be achieved.
4. Specific deadlines. The purpose of a deadline
is to dictate WHEN you want to reach your
goal. Goals linked to a timeframe create a
practical sense of urgency.
7

Goal Setting Brainstorming
 What’s your 2015 new business revenue goal?
 What’s your minimum revenue size account?
 How may new clients are you looking to onboard
in 2015?
 What’s your strategy to retain your clients?
 How many prospects are in your database?
 How many prospects fit the profile of your ideal
client?
 How do you plan on generating new leads?
 How many new leads will you add to your sales
funnel, each month in 2015?
 How much uninterrupted time each week do you
plan on setting aside for tele-prospecting calls?
8

Goal Setting Brainstorming
 What’s your plan to improve your:
- Networking activities
- Social media presence
- Personal brand - LinkedIn
 Do you have a list of referral sources for 2015?
 How much potential revenue is in your 2015
pipeline?
 Segment prospects in your pipeline based on
their likelihood of doing business with you?
- A prospects – Very likely
- B prospects – There’s a good chance
- C prospects – Less than 50%
 Have you written down your daily behavior
goals?
9

Goal Setting Tips
 Make a commitment to invest at least 10 minutes
every day revisiting your goals.
 Align your goals with your vision. Too often
salespeople choose goals that are inconsistent
with their priorities and beliefs. In a clash between
your beliefs and your wishes, your beliefs will win
every time
 Quantify your goals. Make them as specific as
possible. Many people never reach their goals
because they are too vague about what they desire
 Set a deadline. Deadlines move us to action.
Determine a timeframe – weeks, months, or years
in which you want to accomplish your goals
 Update your goals and daily behaviors based on
your monthly results
10

Obstacles to Success
Here is a quick exercise that you can do that may
help you reach a goal faster and easier.
Write down ONE goal.
____________________________________________
____________________________________________
____________________________________________
Write down three obstacles that may prevent you
from achieving the goal.
1. ________________________________________
2. ________________________________________
3. ________________________________________
Underneath each obstacle list three possible
solutions to the problem.
_____________________________________________
_____________________________________________
_____________________________________________
_____________________________________________
_____________________________________________
_____________________________________________
11

Critical Indicators 2015 Goal
Revenue /premium goal $
Monthly revenue/premium goal $
Projected revenue from current book $
New clients needed to reach goal #
Retention goal %
Closing ratio %
Minimum account size $
Proposals / quotes (per month) #
Qualified appointments (per month) #
Referrals / Introductions (per month) #
First contact dials (per month) #
Networking meetings (per month) #
New qualified leads (per month) #
Client visits (per month) #
Marketing campaigns (per month) #
12

Top 10 Targeted Accounts
for 2015
Potential
Revenue
1
2
3
4
5
6
7
8
9
10
13

14
Sales Plan for 2015
The sales plan provides the sales rep with a roadmap for
how they plan to accomplish their goals within a specified
12-month period.
SALES PLAN CONTENT TO INCLUDE:
 Your client contact information by city / state / region
 Executive summary of pipeline opportunities
 Territory SWOT (Strengths, weaknesses, opportunities and
possible threats
 External factors that can/will influence production results
 Sales projections for 2015
 Resources required to produce projected results
 Reporting requirements
The preparation and work you put into planning is
what will likely ensure your success.

My 2015 Sales Plan … What I
will do to achieve my goals.
OUTLINE YOUR PLAN OF ACTION
1. _________________________________________
2. _________________________________________
3. _________________________________________
4. _________________________________________
5. _________________________________________
6. _________________________________________
7. _________________________________________
8. _________________________________________
9. _________________________________________
10. _________________________________________
11. _________________________________________
12. _________________________________________
13. _________________________________________
14. _________________________________________
15. _________________________________________
Goal-setting is meaningless
without an effective plan to reach your goals.
15

Goal Setting Behaviors
To produce _________ revenue in 2015, I must
have ________ appointments with qualified
prospects. (Compute sales appointments to
closed sale ratio – factor in average ($) size of
sale)
To set ________ qualified sales appointments, I
must have _______ conversations with decision
makers this year. (Compute conversations to
appointment ratio)
I must have ________ conversations per month.
I must have _______ conversations per day.
16

17

Do The Important Things First
It really doesn’t matter how much we do, if what
we’re doing isn’t what matters most.
SET PRIORITIES EVERYDAY
 Schedule TIME in your calendar/outlook to work on your
top priorities.
 Make appointments with yourself to work on HIGH-PAY
behaviors (behaviors that will get you to your goals)
 Treat appointments with yourself as you would treat an
appointment with anybody else
 Plan around your appointments
 Channel other activities and requests to different time
blocks
 If your appointment has to be changed, reschedule it
immediately.
 Give yourself the same consideration you would give
anyone else
18

High-Pay Sales Activities
1
2
3
4
5
6
7
8
9
10
19

HIGHLY PRODUCTIVE DAY
Describe what YOUR highly successful day
looks like.
______________________________________
______________________________________
______________________________________
______________________________________
______________________________________
______________________________________
______________________________________
______________________________________
______________________________________
______________________________________
______________________________________
______________________________________
______________________________________
______________________________________
______________________________________
20

Daily 10-Step Action Plan
1. Block a minimum of one hour of uninterrupted time
in your calendar /outlook for tele-prospecting calls.
2. Make 5 teleprospecting calls before10:00 a.m.
3. Send three emails to prospects in your pipeline.
4. Mail two letters to prospects in your pipeline.
5. Make five telephone follow-up calls before 3:00
p.m.
6. Meet/talk with one new qualified prospect.
7. Reach out to one potential referral source.
8. Mail one thank you note to either a prospect or a
client.
9. Review your goals and sales progress.
10. Take care of your clients.
21

Activity Goals
Activities Daily Goal Weekly
Goal
Monthly
Goal
Total
Tele-prospecting
calls
Networking events
Referrals &
Introductions
New sales leads
New conversations
New qualified
appointments
Scheduled
prospecting time
Follow-up calls
Client visits
Letters/Thank you
notes, etc.
22

Improvements
In order to achieve my 2015 goals, I’m committing to
make improvements in the following areas.
Improvements Action plan Time frame
23

Proven Steps to Overcome
Procrastination
1. Recognize it is happening.
2. Be reasonable in your expectations of
yourself.
3. Invest time in preparation and planning.
4. Break down tasks into manageable bits.
5. Give yourself rewards when you achieve a
goal.
6. When you get stuck, try a different strategy
rather than stop working.
7. Accept the fact it’s not always possible to
complete everything in one day. Don’t feel
guilty if you don’t finish the task.
8. Prioritize by determining what’s important. At
the same time, place the less important tasks
at the bottom of your get-done-list.
24

25
The secret of getting ahead is
getting started. The secret of
getting started is breaking your
complex overwhelming tasks into
manageable tasks, and then
starting on the first one.
Mark Twain
HOW TO GET STARTED!

SUCCESSFUL PEOPLE THINK
AND ACT DIFFERENTLY
1. Successful people are committed to being
successful. Unsuccessful people hope to be
successful.
2. Successful people focus on opportunities.
Unsuccessful people focus on obstacles.
3. Successful people associate with positive
people. Unsuccessful people associate with
negative and unsuccessful people.
4. Successful people are bigger than their
problems. Unsuccessful people are smaller than
their problems.
5. Successful people act in spite of fear.
Unsuccessful people let fear stop them.
6. Successful people constantly learn, change, and
grow. Unsuccessful people think they already
know.
26

27
You will not dramatically change your
results with the same thoughts
that you currently have.
“The significant problems we have
cannot be solved at the same level of
thinking with which we created them.”
Albert Einstein

Thinking and Success
“The most successful people have one thing in
common; they think differently from everyone
else.”
 Thinking is a discipline. If you want to be better
at it, you’ve got to work at it.
 Good thinkers expose themselves to different
ideas and types of people.
 Good thinkers collaborate with smart people.
 Good thinkers plan ahead, while leaving some
room for spontaneity.
 Good thinkers appreciate other’s ideas. They
give other people’s ideas a chance.
 Good thinkers take time to plan out their weeks,
months, and long-term goals – and then they
follow through and execute.
28

It must be borne in mind that the
tragedy of life does not lie in NOT
reaching your goals; the tragedy lies
in NOT having any goals to reach. It
isn’t a calamity to die with dreams
unfilled, but it is a calamity NOT to
dream. It is not a disaster to be
unable to capture your ideals, but it
is a disaster to have no ideals to
capture. It is not a disgrace NOT to
reach the stars, but it is a disgrace to
have no stars to reach.
Dr. Benjamin Isaiah Mays
29

SELLING SKILLS INSTITUTE
The Leader In Transforming Sales Performance
 Onsite corporate sales training and development
 Individual coaching
Selling Skills INSTITUTE utilizes a proprietary, trademarked Shift
Thinking™ Sales Development Training Model. It is proving to be the
most powerful sales development training model on the planet.
If you’re interested in reaching your potential and skyrocketing your
sales in 2015, call today to learn about our 147 sales training
programs and individual coaching programs. You can reach the
Selling Skills INSTITUTE at 339-927-2746 or visit our website at
sellingskillsinstitute.com
We’ve been
delivering record-
breaking sales
results for our clients
for the past 17 years.
339-927-2746
30

How to Accelerate Sales Growth in 2016

Recommended

Recommended

More Related Content

Similar to How to Accelerate Sales Growth in 2016

Similar to How to Accelerate Sales Growth in 2016 (20)

Recently uploaded

Recently uploaded (6)

How to Accelerate Sales Growth in 2016