The 10 tips mentioned in this blog will surely guide every salesperson to achieve greatness in Sales. It is important to note here that to become great in sales one has to first become a great salesperson. Once you become a great salesperson, with all the DNA traits of a great salesperson, the great sales that follow is a by-product of the same.

1. 10 MASTER Tips to Achieve Success
in SALES
Success in Sales may be limited by the potential of the market but unlimited by the potential of the seller
in the market. It is the Seller who decides how much sales will happen either as a percentage of the
universe or as a percentage share amongst other sellers in the same market.
There are a lot of sales management courses and sales training programs available, online as well as
offline, which drum-beats this and promises sales skills improvement as a likely outcome. In this blog, let
us understand 10 generic ways in which one can get success in sales, irrespective of geography, industry
vertical or form of selling.
Please note that these tips would vary slightly with respect to the Product Life Cycle status of the product
that you are dealing with. Let us understand some tips from the perspective of a new product in the
market which is at its “Growth” stage on the PLC curve.
(PLC = Product Life Cycle).
Tip No. 1# Focus on The Karmas of Sales
for Sales to Happen
“The Karmas of Sales” is a ‘controllable’ for every sales resource whereas the “sales done” is
never a ‘controllable’ for any salesperson in the globe. Are you very clear about your Karmas of
Sales? I am referring to karmas of sales with respect to Suspecting, Prospecting, Lead
Magnets, Leads (MQL > SQL > BANT), Need Analysis, Objection Handling, Tailor Made
Proposals, Closing, Negotiation, Customer Order, Customer Engagement, Customer Loyalty,
and Fans.
What are the input Karmas of Sales that you defined for yourself for each stage of the sales
journey described above? If there is nothing like this, how will you focus and what will you focus
on?
These karmas have to be defined for each stage of the sales journey bifurcated into activities
and tasks for each designation in the sales hierarchy. Only then will the sales team work for the
desired sales output.
Example of the Sales Karmas for a Front line Salesperson in any company.

2. S.No. Sales Funnel
Stage
Sales Karmas Performance Indicators
1 Customer
Profiling
What are the market segments for you? What are
the user profiles assigned to you?
If no such data is available, askyour
Manager for the same.
2 Suspecting Gather Directories, Associations, Trusts, Club
memberships, etc Data Sources for seeking your
desired customer profiles.
Update all your suspect data in your CRM
software
3 Prospecting Prepare Lead Magnets for each profile shortlisted
in s no 1 above
Lead Magnet effectiveness in generating
prospects fromsuspects
4 Lead
Generation
Approach each Prospect w ith WIIIFM statement,
specially prepared for the said profile.
WIIIFM = What is in it for me?
WIIIFM Statement effectivenessin converting
prospects to sales leads
5 Lead
Engagement
Convert MQL leads into SQL Leads w ith a plan.
Convert SQL leads into BANT Leads w ith a plan.
Turn Around Time (TAT) compliance for both
processes
6 Need Analysis KYC - Know Your Customer
Identify the Pain - Risk - Challenge- Need of the
customer
Pain chart of each customer profile
7 Objection
Handling
Answer each objection with relevant questions till
you co-create a truth w hich is owned by the
customer
Objection Handling effectivenessas per FAQ
(Frequently Asked Questions) booklet in your
sales kit
8 Sales
Proposal
Tailor made proposals Proposal effectiveness
9 Sales Closing Become a T.I.N.A. Partner Price Laddering, Model Mapping, WIIIFM,
Financial Benefits, Close
10 Sales
Negotiations
Follow the 7 Law sof Sales Negotiation Lost case analysis - At w hich law is your
negotiation failing?
Tip No. 2# Choose your Customers to
maximize ROEE
What is ROEE?
Return on Efforts Employed!
For every hour invested by the salesperson, what is the total returns that he gets from the
market in terms of incentives and payouts.
It is very clear that the time and energy spent on small customers is as much as the same
invested on big ticket customers. This makes it very important for the salesperson to realize that
“How does he choose his customers?”

3. The guiding principle for a salesperson is to understand their Ideal Customer Profile and create
a Market Map of the availability of the same in the territory assigned to them. The market map is
prepared on the basis of the density of suspects available in a given geography. You may be
required to convert the market map into Routes and Beat maps further for a better planned
productivity during the typical day of the salesperson. While the embedded videos talk about the
Channel of distribution mode of selling, the same principles apply to all forms of selling.
The general tendency amongst salespersons is to deal with whatever they get. This is wrong.
One has to consciously choose what they want and then hunt for the same accordingly. For this
one may require to undergo training and empowerment of skills. The same is worthwhile
because it will put you in a different orbit as a salesperson. I offer Sales Baptism, Sales
Marathon and Sales ManEdge as 3 such programs for readers to follow.
Tip No. 3# More Calls = More Sales
Sales is the probability that accrues out of the act of contacts that a salesperson makes in the
market everyday. While new contacts describe his current effort, old contacts made in the past
also accumulate to the database of prospects for a given salesperson.

4. Clearly if one has to increase the sales achievement for a defined period, one sure thing to be
done in the given period is to maximize the number of new contacts by the sales team in the
given period.
Needless to say, the most intelligent salesperson is bound to fail in sales if the former does not
make new contacts in the market. Success in sales is directly attributable to the number of new
contacts that you are able to make in a given market.
Tip No. 4# Sell through T.I.N.A.
proposals only
TINA stands for “There is no Alternative!”.
In order to sell through TINA proposals only , a salesperson must follow these steps:
Step 1: Find out the benefits (from your Feature - Advantage - Benefit chart in the sales kit)
which the customer finds interesting.
Step 2: Convert the Benefit into Financial Benefit for the customer
Step 3: Cumulate financial benefits to the customer accruing out of multiple benefits
Step 4: When the cumulative financial benefit exceeds the price of the product, stake your
claim with a TINA proposal.

5. Tip No. 5# Always have a CLTV
approach in Selling
Each customer has a Life Time Value called CLTV (Customer Lifetime Value). Are you aware of
this? Do you calculate CLTV of your customers? Does this calculation guide you in your choice
of customers, approach to chosen customers and offers made to the closed customers.
Now you can make use of this formula above to arrive at the CLTV and never conduct sales as
if it was a single transaction. Sales always have to be looked upon as a lifetime relationship and
an opportunity to earn value throughout life from each such relationship.
This is only possible if your mind is aligned towards the same. Sales Ki Niti is one such program
which can empower you with this skill.
Tip No. 6# Never give up your Follow up
in Sales

6. The following statistics on sales closings very clearly suggests that only 10% salespersons
make more than 3 contacts and the fact that 80% of the sale is made between 5th to 12th
contact. This means that one has to be persistent in his follow up with a prospect or lead.
Only 8% of the salespeople follow up 5 times. Can you imagine how much of the sales
opportunity is being killed in the market just because we are not aware of the same.?

7. The following summary of the amount of follow ups taken by various salespeople is suggestive
of the fact that we got to take our follow ups with conviction.

8. Tip No. 7# Drive PR, Networking and
Marketing Plans
Salespeople are the direct beneficiary of a good Marketing , PR and Networking plan. They
should therefore not leave it to the Marketing dept or PR dept for planning the same. They
should form a part of the planning team.In fact they should lead the same and seek execution of
the plans from the marketing dept.
Quarterly ATL (Above the Line) , BTL (Below the Line) Marketing plans, quarterly PR agenda
and Networking plan should be suggested and detailed by the salesperson.
The objective of any Marketing plan is better visibility and brand awareness in the market. A PR
plan helps you proactively plan and make relations with prospects who will facilitate good
business for you. Networking plan is the conscious choice of maximizing the number of contacts
and relationships with pre decided profiles and personas.
I have seen in many corporations that the sales team is not even involved when such decisions
are taken. This could be due to low knowledge on the subject or inability of the salesperson to
connect sales results with marketing plans, PR and networking.
Tip No. 8# You will be as successful as
your sales team
Salespersons must recognise the importance of people around them for their success. One can
either have a team downline reporting into them or there could be lateral teams in the value
chain which are trying to collaborate with each other. One can also develop a team of agents,
franchisees or channel partners and empower them to help them grow their own business. If
you are a loner, in sales you will not be allowed to travel much more.

9. Typically they say that if a front line salesperson is supported at the backend by a telecaller, a
digital marketer, a supply chain manager and an errand boy his productivity will grow by leaps
and bounds. Once he exhibits the “Leap of faith” he himself can see a cost justification into the
salary of the entire backend which supports his front end efforts.
Tip No. 9# Think Big. Always Bigger
than your Sales Targets.
Salespeople must think big. Their understanding of sales targets should always be of their own
making and never what is given to them by their company. High potential people always think
bigger than what their peers or even their superiors can think of the same.
Sales target setting and sales quota allocation is a mathematical decision which is arrived at by
perusing the following steps
Step 1: What is my Hit Ratio? E.g. 20 : 1 ( Once I meet 20 new contacts in the market , I will get
one good sales lead)
Step 2: How many Hit Cycles can I run in a working man day? E.g. 2

10. Step 3: How many quality sales leads can I generate in a month with 20 working days? E.g. 40
Step 4: How many sales closings will I get @ 75% Sales Closings over good sales leads? E.g.
28 - 30
Step 5: What is the average ticket size of each closure in INR? E.g. INR 10 lakh
Step 6: I can easily do a monthly sales closing of INR 280 Lakhs
Step 7: How much business can I generate every month out of Reference Selling?
Step 8: How much business can I generate every month from Cross Selling?
Step 9: How much business can I generate every month from Up Selling?
Step 10: How much business can I generate every month out of a third party agent network in
the market?
Step 11: How much business can I generate every month out of leads sourced through the
Internet / Metaverse?
Step 12: How much business can I generate every month out of old contacts made in the
market which did not mature then but are available on my CRM software database?
Step 13: How much business can I generate every month out of automated workflows set for
specific “Subscribers Lists” made by me in the past and being approached through email bulk
marketing?
Step 14: How much business can I generate every month out of sales leads fed to me by my
company through our internal telecalling, advertisements, hoardings etc?
Step 15: How much business can I generate every month out of my network of Influencers and
Aggregators?
If you want to think big in sales target setting, always keep these 15 methods of acquiring
business active and gauge the success from each one of them separately.
Tip No. 10# Your attitude to win should
not compromise for anything less than
Excellent!

11. Your attitude to excel will make you a winner, irrespective of the fact that you may lose or may win some
sales orders. The attitude to walk the talk in sales and follow the sales karmas as if it was a religion, is the
guiding principle to have a very robust attitude.
You do not do anything just because the same will get you a sale. You always do something because the
Religion of Sales mandates you to do the same. Your conversation with your customers comes from an
“attitude to help” and not with an “attitude to beg”.
In a Nutshell
The 10 tips mentioned in this blog will surely guide every salesperson to achieve greatness in Sales. It is
important to note here that to become great in sales one has to first become a great salesperson. Once
you become a great salesperson, with all the DNA traits of a great salesperson, the great sales that follow
is a by-product of the same.
The focus on SalesKarmas to drive your ROEE (Return on Efforts Employed) by following the principle
of “More Calls = More Sales” and always armed with TINA proposals co-created with customers based
on CLTV (Customer lifeTime value) will always pay in the terms of sales results. The spartan belief in the
discipline of never losing on sales follow ups, Marketing, PR and networking plans and coexistence in
a sales team will always give the salesperson the power to Think Big in terms of sales targets and
always walk with an “Attitude of Excellence”.