I attended dozens of presentations from CEOs, sales VPs, and sales directors during the 20-plus years of my sales career. Every time we heard the same thing: sell more stuff (SMS). They all started the same way, a review of last year / quarter, some graphs, or charts that were almost impossible to make out. They all said it was a challenging year / quarter and we congratulate you on your success, but we have to SMS. Oh, and forecasting, we need to forecast better. To be honest, I think predicting the weather is much easier. It was rare that a suggestion on how to SMS was ever put forward. However, here’s one way to do it.
Get much better at communicating. Be a better communicator than your competitors. Become a better business writer, a better visual communicator and/or a better presenter. What’s great about communication skills is that you take them with you. Those 10 hours working on your CRM stays where it is when you move on. Every minute to put into becoming a better communicator goes with you.
I like to say you need to refuse to be boring, work on that and I believe you’ll SMS. BTW, I am working on another way to help you SMS, stay tuned for more information on that.
Joe Pops
R2BB