List Headline Image
Updated by Brian Clark on Aug 06, 2013
 REPORT
Brian Clark Brian Clark
Owner
7 items   3 followers   0 votes   31 views

7 Biggest Sales Mistakes_July 2013

These are a list of mistakes that have made it to the top 7 in the month of July. These are curated from our client base in Australia and the US.

7

No direct prospecting

No direct prospecting

Hiding behind email and social media is pretty hit and miss. You still need to be 'out there' meeting influencers and decision makers.

6

No follow up.

I am surprised that this one is still the most common killer of sales professionals. I don't know why but it is a real problem. I doubt it is an issue only for sales professionals. The younger the person the less they 'get it' when it comes to follow up.

5

No weekly or daily plan.

No weekly or daily plan.

Each day is like being cast adrift and taken where the winds blow and this is often a journey to no sales.

4

No ideas, no clue.

No ideas, no clue.

To be successful in sales you must be an ideas person. You need to prove your worth by generating great ideas in your field of expertise.

3

Thought leadership? What do you mean?

Thought leadership? What do you mean?

If you are a sales professional the days are numbered when you can simply be a drone. You must now be a committed expert in your field and you have to prove it. How? Use a quality social media strategy focused on elevating your prominence, accessibility and professionalism.

2

No systems and processes.

No systems and processes.

This is notoriously tough for sales professionals but it is mandatory to have business systems and processes working in your sales operations. You should have tools to maintain and report information, you must have a sales process and of course each part of your systems and processes need to be maintained.

1

Know your targets.

Know your targets.

I worked in sales long before we had search engines that could deliver laser focused information on companies and people. Linked In is a terrific tool as are so many others. You need not spend any money but research your targets and know their world view before you show up at their front door.