On Friday, April 1st we held our quarterly Sales Success Peer Group, where we once again came together to share tips, strategies and motivation for sales success. The topic of conversation for this quarter’s meeting was all about the top three things that all salespeople need to do right now in order to maximize their performance and potential in quarter two.
In case you couldn’t make it, here are those top three things to do for sales success in quarter two so that you can set yourself up for not only a strong second quarter but the rest of the year as well:
- Stop, Start and Continue
Take a moment to reflect on your activities and performance from the first quarter of the year. Have you been spending your time and efforts doing anything that’s not yielding results, or are you missing out on doing anything you should be doing but aren’t? Is there anything you’re already doing that is working really well?
Stop doing anything that has been unproductive for you.
Start doing other activities that could produce better results.
Continue doing anything that’s been working well.
- Rework your game plan
Review your quarter one numbers and recalculate your game plan for the rest of the year accordingly so you can make sure you are on target to hit your annual goal.
Take your annual target goal and subtract out your year-to-date revenue, projected repeat business, percentage of your pipeline you feel you can close, and estimated upselling and cross-selling revenue. The number you get is the revenue you need from new clients by the end of the year. You can then divide that number by how many months you have to hit the target and determine what activities will get you there.
Here’s a handy chart that can guide you through these calculations.
Build in some cushion for yourself. Allow yourself some wiggle room so that you’re not right up against the year-end deadline. For example, if you’re performing these calculations on May 1st, there are eight months left until the end of the year. Instead of dividing your target by the actual number of remaining months in the year (eight), divide by one less (seven) so that your monthly goals allow some breathing room, especially at the end of the year when the holidays approach.
- Revisit your “A” and “B” Centers of Influence
Your Centers of Influence (COIs), and especially those in the “A” and “B” categories, are a great source of good, qualified referrals. Go back to anyone over the past few years that has already referred business that has closed (your “A” COIs), as well as those that have brought you opportunities but they haven’t closed yet (your “B” COIs), and see if they have anyone else they can refer. If they’ve referred you in the past, there’s a good likelihood that they can make a great referral once again. However, make sure you’re always thinking of ways you can reciprocate and make introductions on their behalf as well.
We look forward to regrouping with our Sales Success Peer Group next quarter, where we’ll continue the conversation and share even more tips and strategies to help sales professionals of all levels achieve next-level success. As always, these meetings are complimentary and we hope to see you then! Register now for our July peer group session.