STEPS TO GO

Mistakes that are ruining your sales

Drawing up your sales plan for 2018? Wondering how to put yourself

in a position to meet your goals? Even the most thorough and

detailed sales plan can collapse if you won’t pay attention to a

number of essential factors.

STEPS TO GO

No control over the sales process

The sales process (depending on the product, that is) should be

smooth and as short as possible. If the service you offer is

complicated and its implementation requires time, keep that in mind

when setting sales targets for every month.

STEPS TO GO

Inability to obtain new leads

Regardless of the industry you’re in, or the stage of development

you’re at, you need a steady inflow of sales leads. Without it, you

won’t be able to sustain growth and that’s what every business

strives for. Even if it sounds obvious, we often forget about this and

start reacting only when all the leads have dried up.

STEPS TO GO

Not knowing a whole lot about your leads

You should analyze the clients you’ve won so far, group similar

ones, those you’ve had the best relations with, and those bringing in

the most revenue to your business. Using a proper marketing

strategy, you’ll be able to reach the right target group.

STEPS TO GO

No lead prioritization

Any salesperson is familiar with the 80/20 Pareto principle. Don’t let

your sales reps waste time on leads that don’t generate a higher

profit. When planning next year sales, carefully analyze the results

you’ve had thus far and pay attention to the quality of leads.

STEPS TO GO

Poorly planned vacations and holidays

All the holiday breaks, extended weekends, vacations, and other days

off may affect sales, or even cause them to cease temporarily. Make

sure there aren’t too many salespeople going on vacation at the

same time and take holiday season lead drops into account.

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