How to Shift the Sales Gears
What’s ahead is fifth gear and, more importantly, cruise control. The reps who are in cruise control are the ones who have a huge book of business from loyal and profitable customers. They’ve been in sales for quite a while and have worked to get where they are. You look at them with envy.
Getting into fifth gear is all about finding and landing larger accounts. The selling cycle of this process is give or take 18 months, and is best started when you are in third gear.
It’s important to note that there is no shame in downshifting. If the sales engine demands it, go ahead and push in the clutch and hit the gas. You’ll be back in no time!
Those in cruise control are remarkably calm. They’re really not working that hard to maintain their speed. Funny how that happens.
You’ll get there. You will. Stick with it and recognize that, as the blog's title states, what got you here won’t get you there. Challenge everything that you do with an eye towards doing it better. And faster.
Check out Bill Farquharson’s free sales tips and weekly Short Attention Span Webinars at www.aspirefor.com or call Bill at (781) 934-7036.