Look, I’ll be honest with everyone. I’m probably one of the laziest people ever. Now I know that some of you are like, “Dude you’re in sales and you’re lazy, how the hell do you even have a job?”
But being lazy doesn’t mean that I’m not ambitious or motivated. It just means that I don’t like wasting my time. I’m a big fan of the Pareto Principle. Putting in effort upfront and sitting back and enjoying the fruits of my labor. How as a sales person do I do that? The answer to your question is simple. Systems. That’s right. I like setting up systems so that I set up ways to not over exert myself. Follow the system and enjoy the fruits of my labor.
So if you’re new to sales, old to sales, or don’t know how to sell and want to learn? I’m going to take you through some of the things that I’ve learned from others, books, and myself. Where I’ve seen success and where I’ve failed miserably.
Over the next couple of weeks I’m going to take you throguh the tools that I’ve used to sell and how to implement them within my systems so that you can have a healthy pipeline and keep a pulse on knowing that you are generating or at least taking steps to generating revenue everyday.
Here are the three ways to automate your sales:
- Setting daily goals and priotizing your time.
- A/B testing your outbound engagements
- Tools that you should be using to make your life easier.
Setting Daily Goals and Priotizing Your Time.
I know that most sales people are reading this and are like, “yea, no shit”. But seriously, you have to make a concious effort to understand where your time is going. And I’ll be the first to admit that I would hear this and say, “yea, yea”, until I actually started doing it and seeing results.
Now, when I say set daily goals – I don’t mean you have to hit 60 calls a day. No. We want to set actionable goals. Have you found new prospects? Have you set appointments to being the sales process? Have you moved any of your current deals forward? If you’re not creating new business or pushing business forward, you’re not really doing much.
Also, your time. How is your calendar set up. Are you a victim to your incoming emails? The fact of the matter is that if you’re not intentional with your time then you are really just being reactive. If that’s the case, you don’t really have a grip on your day and there is no successful business person who isn’t intentional with somehow moving business forward and understanding where their time is going.
The more and more I read about sales and marketing I see that even though they are different in many ways, they are also very much the same. The new age sales person is exactly like a marketer. You should be testing email templates, how many responses have you gotten? And your pitch, can you say it in a way which really peaks your prospect’s interest? And most importantly – how are you leveraging channels to engage with your clients? Email and phone are just two tools that you can use to engage with your clients. You should be constantly testing your pitch, your email templates, your voicemails, and even what channels are working best for you. Which leads me to my next point . . .
Sales today is driven by technology and “social selling”. You should be out there sharing industry news in your networks, tweeting at potential customers, sending articles and being a resource. It really shouldn’t be any other way. You should be leveraging these tools to understand who your prospects are, how to solve their problems, and how to engage with them as well.
That’s it. Life made simple by systems in place that allows you to sit back and be on your way to not having to worry about whether or not you’ll be hitting quota this month or not.
Next week I’m taking a deeper dive into how to set up your daily goals and priotize your time. Stay tuned!