This past week I attended the University of Industrial Distribution in Indianapolis, IN. My Sunday class was led by Jim Pancero, a respected sales instructor. He shared a full day worth of knowledge. It was my favorite class of the event.
His parting gift to us was The Coaching Cube, a 2" square foam cube that I, quite honestly, was going to leave behind. I hate taking promotional "junk" home. However, for some reason, I felt compelled to steal this little blue cube back to the hotel room - and I'm very happy that I followed my intuition.
Each side of the cube holds a valuable reminder.
Here they are:
1. Be Proactive: Can I stop reacting and start initiating?
2. Be Tactical: Am I following my multi-stepped selling process?
3. Be Politically Aware: Can I get "higher-wider-deeper" with my customer?
4. Think Multiple Moves Ahead: Can I think and plan more moves ahead?
5. Be Strategic: Have I communicated my value and uniqueness?
6. Be Value Focused: Am I selling "lowest total cost" instead of lowest price?
As a sales team, we've been implementing a new CRM program called Tour de Force CRM. We selected this CRM program because it was created by a former distribution sales professional who understands that CRM programs only provide value if they help sales people sell more efficiently and, ultimately, grow their sales. The premise: All sales are built upon activities (Appointments, Phone Calls, Cold Calls, Tasks, To Do's, Opportunities, Proposals...) and that managing those activities should be easy and intuitive. It's pretty simple, right? Sales increase when activity increases. If you have 10 active projects, you'll close 2 - the old 80/20 principle... If you're good, maybe you'll close 3.
Jim Pancero's Coaching Cube reminders, a rock solid CRM, and a Plan increase your odds of achieving your 2013 Sales Goals.
Use them to your advantage and slay the competition!
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