The future (2018) is pregnant and waiting to deliver to those who can imagine and see what is it for them. Positive Sales Leadership mindset in 2018 marketplace as we start the year is critical and vitally important. So, to start the year, I will like to divvy up some points quickly:
1. Look to the future, not to the past
The past year sales are essential as it takes on a vital part in planning and forecasting for this yr. Nevertheless, the question every sales professional should need today is – what sales opportunities are there for us in 2018? How do we position our resources to maximize these opportunities? Are we prepared regarding capacity and competence to tap into available future opportunities? What is the market pulse and how do we align with the market pulse to gain market share. Getting concrete answers to the above questions and much more will guide the mix of the go- to- market strategy for 2018.
2. Focus on Action, Not on Analysis
Guys, sales analysis are right, and I do them. However, it is essential, sales leader and their teams focus on action. Sales results will be achieved on sales activities that are action-oriented. The sales plan should concentrate on answering – what, when, where and how simply and straightforwardly.
3. See Possibilities, not just problems
Selling is hard business and not meant for everyone; just like the way to the top is not for everyone, but only those who are prepared to pay the price. There are a thousand reasons why you cannot sell, and there are a thousand reasons why you should sell. The choice is yours, and in this game of selling to win, the first confident trigger is seeing possibilities for the sales in an environment of negativity. This is critical going into 2018 sales year.
4. Create options versus accepting the status quo
Selling is about creating innovative opportunities in alignment with the market pulse, customer, and potential prospect's wallet. Creative selling options are the only way forward in a marketplace that is frequently changing, and the buyers are in full control. Operating in a status quo frame of reference is a decision and a commitment to be out of business in the future.
By and large, there will be challenges and some difficult to surmount. Nevertheless, the following questions from a JO Owen book on leadership may help you when you counter some of these sales challenges:
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What are some the possible solutions/options/ways forward?
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What can I/we do now to regain control and build momentum?
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Whose support can we leverage and how can we get it?
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What can we learn from this?
Always having asked these questions and discussing with your team at the very curve points will aid you navigate your team to the rightful destination.
I hope to hear your success story and thanks for reading.
Austin E. Williams.
Sales and Marketing Consultant
