Thursday
September 1, 2011
Filed under: Tip of the Day
 From “To Do Before 2012″ in Advantages’ September 2011 issue.
While following the to-do list is important, there are also some “to-don’ts” that salespeople should keep in mind. A few common mistakes:
- Letting your network get static. Harvey Mackey, author of Swim with the Sharks Without Being Eaten Alive, urges sales reps to make sure “your network is current and relevant to your career position today” and evaluate “whether you need to set a goal of building it more effectively in the new year.”
- Bringing business forward from next year. Sales reps may be tempted to boost their year-end numbers by getting clients to place orders earlier than they normally would. This can put strain on the client relationship and sets a poor precedent.
- Avoiding year-end financial analysis. “A big mistake salespeople make in the fourth quarter is not doing a financial analysis and cleaning up your financial records,” says Mackey. “If you don’t, you won’t be prepared to set goals for the next quarter.”
- Saving heavy selling for the end of the year. “A lot of people try to use the holiday time to try and close their year strong, but that can come off a little desperate,” says CanvasPop’s Salamunovic. He suggests seeing the final month or two as a time to continue selling, but not to expect huge sales.
- Playing it safe with next year’s goals. Especially in the current economic climate, many sales reps might be tempted to lower expectations. “Safe is important in baseball, but in business you must be prepared to take some risks,” says Mackey. “To triple your success ratio in the next quarter, sometimes you have to triple your failure ratio.”
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