With 2020 settling in, New Year resolutions and massive plans for the future are ripe. Hopefully, this new decade is filled with qualified prospects ready to make deals right away. But as with every New Year, there comes a logical way to segment your goals and hold yourself accountable.
Don’t worry; we’re not too keen on whether you accomplished last year’s gym goals – that’s up to you. But as you compile everything you want to achieve in 2020, we’d like to add a few recommendations for sales related commitments to your list. Here are 10 resolutions that will help sales leaders inspire their sales teams, hit quotas faster and make your 2020 a massive success.
1: Set Realistic Quotas
Although all sales leaders have incredibly high expectations for their teams, there’s a very fine line between aggressive and unattainable goals. As you set goals, always ensure that majority of your team will be able to hit them.
Aggressive goals are good, but impossible goals do the opposite of motivating sales people. How do you expect your teams to succeed if you constantly set them up to fail? By making sure all your quotas are both fair and attainable you’ll be able to keep your teams happy, increase rep retainment and deliver highly accurate sales forecasts.
2: Make the Most of Available Resources
Like most salespeople, you’re probably very busy and independent minded. You definitely don’t have the time to waste as long as there are clients to be prospected. However, you have to remember that no salesman is an island.
Why? Well, most companies provide a plethora of resources that help their employees become better at their job. The resources could include training materials, a queries section, superiors and of course your sales manager. So instead of trying to go it alone, try to make use of all the available resources and assistance this year.
3: Data Resolutions: Use Data to Drive Sales
In our previous article on how to use customer data to drive sales, we saw how the most effective and successful sales leaders make use of their data advantage. If you’re still in the dark and don’t embrace data and analytics in your organization, you’re at risk of getting left behind.
Research shows that around 95% of world class companies know why their top sales performers are always successful. It’s because they actively use sales analytics to predict and measure sales performance and identify actionable insights.
4: Outside the Box? Get Rid of the Box Completely
Like most other jobs, sales is a prescriptive kind of job. You show up at the office, call up some leads, follow up, go home, come back tomorrow and do it all over again. However, breaking this routine and going outside these rules can give you a huge advantage – as long as it’s legal, ethical, and won’t get you in trouble.
In sales, there’s always something that others missed. Maybe there’s a lead source nobody’s pursued before. Or perhaps an unorthodox partnership that can bring you new business. Just don’t think outside the box, get rid of it completely and you just might break new ground this year.
5: 2020 Resolutions Focus on Referral Business
Compared to other lead sources, referral leads stand head and shoulders above the rest. But despite this fact, a lot of companies lack a proper process for earning referrals. As opposed to setting up a referral system, they leave it up to chance.
Again, we simply can’t overstate the importance of referrals. There’s very little organizations can do to get a higher ROI than investing in a well build referral program. So if you want to increase your customer base and sales in 2020, make sure you work on getting referrals.
6: Resolutions 2020 Align with Finance
While sales and finance sit in very different departments, they both have one mutual goal; pumping in as much profitability as possible. However, much of what sales does will impact your overall financial plan in one way or the other. So, how can sales align with finance?
Simple, by sharing your sales plan and data. If the sales department can show finance how hiring people tomorrow vs. next year will impact the overhead, then you can justify headcount spend. When sales and finance set goals as one, you’ll find that there’s a positive impact on the entire organization.
7: Recruit Diamonds in the Rough
No sales person was born a top performer. In addition to skill and natural talent, it takes a lot of training to join the big leagues. Even diamonds don’t come out of the earth all clean and sparkling. It takes a great jeweler to chip away the rock and impurities.
As sales leaders, it’s part of your job to recruit rough diamonds and shape them into competitive sellers. The hard part is actually knowing the difference between a true inside sales or field sales diamond and a fake crystal. You need to know the skills and traits that differentiate a resilient gem from a piece of quarts that will shatter under pressure.
8: Improve Personal Branding
As you’re already well aware, the sales landscape is constantly changing. The post of sales person no longer just entails selling; it takes so much more to become a top performer. Some of the best salespeople have a well-defined personal brand that allows them to easily stand out in a gaggle of salesmen.
If you don’t have a defined personal brand, you have no idea how much you’re missing out on. You could be losing out on the opportunity to attain higher perceived value in the eyes of your prospects. Personal branding will guarantee better human connections as well as an added degree of professionalism.
9: Health Resolutions: Take Care of Your Health/Family
It’s not all about professional goals. This New Year, you need to take better care of your health. When you feel better, you’re more focused and have more energy. All these are crucial to closing important deals. As such, make it a priority to eat healthy, get enough sleep, workout and avoid cluttering your system with toxins.
Likewise, make it a point to spend more time with friends and family. While work gives us a sense of purpose and achievement, nothing beats family time. If you work hard, then you should enjoy yourself just as hard. Switch off your phone and recharge with your loved ones whenever you get a chance.
10: Embrace New Technology to Close More Deals
As we mentioned earlier, no salesperson is an island. Other resources that you can put to good use include technology as well. Currently, there are literally thousands of companies that make products and services specifically for salespeople.
This includes software designed to make your life easier as well as other products that let you turn into a more effective version of yourself. One such plugin designed specifically for salespeople is Veloxy. With Veloxy Engage, users can shrink sales cycles with bulk email, engagement analytics, email tracking and much more. Likewise, Veloxy Dashboard and Analytics gives salespeople forecasts they can trust while showing how your company’s calls, emails and actions drive the pipeline. Veloxy Mobile allows you to take all your contacts, calendar and information with you out on the road.