7 ideas for improving your sales performance

  1. Set standards. It is impossible to have accountability without standards.
  2. Separate new business and account development. New business is psychologically harder than account development, both are less comfortable than delivery.
  3. Be purposeful. Have an objective and key results for every sales interaction. What is your most wanted outcome? How will you know you are on track to achieve this?
  4. Make selling a game. A lot of the sales work is a grind, particularly outreach and follow-up. Recognition and gamification can go along way to making this fun.
  5. Run effective meetings. Don’t waste people’s time. Get good at preparing, focusing conversations, producing action-based minutes, and facilitating.
  6. Inspire people to follow you. Explain, with passion, “this is where we are going and this is what’s in it for you”. Think about a 10-point plan that shows how you’ll get there.
  7. Find your complementary pairing. Two can achieve more than a lone star. Steve Jobs and Steve Wozniak, Bill Gales and Paul Allen, Mick Jagger and Keith Richard.