Control What YOU Can Control
c. As long as you have a plan for growth that involves both new business and maintaining what you already have, you should be solid.
2. YOUR SKILLS—If you are Alec Baldwin in “GlengarryGlen Ross” and not Ed Harris, read no further; you are a selling star and drive a car worth more than I make in a year. But, if you feel that there is some room for improvement in your sales basket, get some help.
Read a book. I really like the VITO series by Anthony Parinello and get alot of inspiration from anything by Malcolm Gladwell.
Take a class. Give yourself the gift of an investment in your future. Or convince your boss to pony up the cash. I once convinced my boss to pay for Bill Farquharson’s training program, and we agreed to split the cost, or he would pay if I landed six new accounts in as many months. And guess what? Yep—I never had to pay up.
3. YOUR POWERS OF DELEGATION—Think of everything you have to do in a day, and then ask yourself honestly, “How many of these items can be completed by someone other than me? Do I have to estimate, write up, produce, quality check, pack and deliver each job that I sell?” If the answer is yes, my friend, it is time to start cleaning your plate and assembling a team of co-workers that can help you shoulder the burden. If you are fairly unencumbered and are free to sell most of the day but are still having trouble getting the sales, see #2.
Ms. Janet Jackson wrote a song all about control, and look where it got her. Actually, I have no idea where she is right now, but I think she has a bunch of Grammys and lots of money and fame, so follow her example, and take come CONTROL!
Blogger, author, consultant, coach and all around evangelist for the graphic arts industry, Kelly sold digital printing for 15 years so she understands the challenges, frustrations and pitfalls of building a successful sales practice. Her mission is to help printers of all sizes sell more stuff. Kelly's areas of focus include sales and marketing coaching, enabling clients to find engagement strategies that work for them and mentoring the next generation of sales superstars.
Kelly graduated from the University of Michigan with a degree in Political Science and, among other notable accomplishments, co-founded the Windy City Rollers, a professional women's roller derby league. She is also the mother of two sets of twins under the age of ten, so she fears nothing.