Achieve Your Sales Goals Faster: 3 Unconventional Tips
Salespeople are very familiar with goals and goal setting. You set a goal for the number of calls to make a day. You have a goal for how many sales to make each month (quota). You probably even have a goal set for when you want to leave the office each day. Goals are a key part of sales, and achieving them is how your company grows and revenue climbs.
How do you achieve more of your sales goals each day? How about each week, month, and quarter?
You can take a look at what is stopping you from reaching them. Chances are you have waste somewhere in your activities, often in the form of wasted time. We’ve talked about wasted time before, in terms of how you can add hours to your day by making your process more efficient.
You can reach the sales goals you set for yourself or for your team by embracing Lean Selling. The heart of Lean Selling is about increasing the speed of your process, regardless of the type of sales you do. One of the best ways to reduce waste is to increase sales process speed (and thus, more quickly achieve your sales goals). Less wasted time, energy, effort, and voila! You’re on track to knock your goals out of the park.
So what are the top ways to really reduce waste in your sales process?
1. Find out what your Buyers value
What do your Buyers really want to get from working with you? What do they want to accomplish? Finding this out is a major first step in determining where you may be wasting your Buyer’s and your own time.
2. Determine what activities are creating value
Conversely, also identify the activities that are not creating value for your Buyer. Anything that doesn’t create value in the Buyer’s eyes is waste, regardless of how important you feel it is. If it doesn’t directly benefit the Buyer, you should minimize or eliminate that activity entirely.
3. Eliminate activities that don’t add value
How do you identify what activities aren’t adding value to your Buyer? You can ask them at each stage of the process, “How are we doing?” This attention to the Voice of the Customer is something we’ve discussed before. It is integral to determining what activities are waste and which are not. It’s not something you can determine by simply discussing it with other sales managers. You can determine was truly provides value to the Buyer only by actually asking—anything less than direct feedback is simply educated guesswork.
These three things are simple ways to more effectively reach your sales goals. They have the ability to provide a huge boost in productivity for your team. But it is not easy to be disciplined about doing them.
Focusing on the Buyer and what is valuable to them—and using data to guide the conclusions you draw—can make a big shift in how your salespeople operate. It’s about changing your thinking from “The Buyer doesn’t always know what they want,” to “Is the Buyer finding value in the services I offer?”
There is a famous quote from Henry Ford, “If I had asked people what they wanted, they would have said a faster horse.” He’s not wrong, customers often don’t know what they truly need, but it is also worth remembering that it doesn’t necessarily mean you should ignore everything your Buyers say.
Your goals, and your Buyer’s goals, share an important similarity: solving a problem. You want to provide a solution, and the Buyer wants the problem solved. However, to really have a happy Buyer at the end of the process, you should create opportunities for the Buyer to weigh in on what they feel makes for an ideal solution.
Let’s review how you can achieve your goals faster: you do so by reducing waste. By finding out what the Buyer values, you can eliminate activities that don’t provide that value. This reduces waste. Less waste means time saved. While saving yourself time, you’re also saving your buyer precious time, ensuring you have a happier Buyer at the end of their Journey. This virtuous circle builds a relationship that is likely to lead to referrals and repeat business.
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About: Robert Pryor is a Lean Selling author and community builder as well as a CEO, speaker, and educator on cutting-edge sales processes. His new book is Lean Selling: How to Slash Your Sales Cycle and Drive Profitable, Predictable Revenue Growth by Giving Buyers What They Really Want. Follow by joining the LinkedIn Group “Lean Selling” or on Twitter @LeanSelling.