A proactive salesperson can take your small business from tinkering to exploding in a matter of months. Characteristics of being a proactive salesperson include:
- Being on top of your deals (and winning more deals out over the competition)
- Meeting or exceeding the quotas set
- Retaining more customers
- Being more in control of your career and income
- Having more time in the day. Being proactive leads to better productivity and an improved work life balance.
Are You Organized?
You can’t be very proactive if your work area isn’t organized. An organized salesperson knows what’s going on and can better deal with everything on their plate. An organized salesperson doesn’t drop the ball, which usually translates to lost money. An organized person has more time to be reactive and generally has lower stress levels because there are fewer nasty surprises. An organized salesperson isn’t constantly rifling through papers to try to find things and someone with good organizational systems sounds professional and reliable to existing and prospective customers.
By getting into a more proactive state you’ll be better at your job. Staying ahead of the game can help you multitask and can help you ensure that you build your customer base and nurture and develop your relationships with customers. Here are some ways that you can work to be more proactive.
How do you get more proactive?
It can take time and extra hours to develop a system that works. Putting in the time to organize everything makes a big difference. There are some great sales tools that can help, too. Some of the areas to work on include:
- Goal setting – Setting goals will help you figure out how to take action. It’s smart to also sit down regularly and assess how you are doing in terms of being on the right road to goals achievement. This can help you continually move forward. Consider setting daily, weekly, and monthly goals. As you pass or fail your goals you’ll learn more about what it takes to succeed at what you do.
- Tracking – Track everything. Track phone calls and leads and keep detailed records. By tracking what is happening within each of your accounts you will be able to better schedule your time. Tracking tools can help you clearly see where action needs to be taken and can help you take action proactively instead of reactively, too. For example, if you see that a client isn’t requesting as many quotes or isn’t placing as many orders as previously you can try to find out why as well as figure out what you can do to change it. Track every stage of things from lead through to lost deal or purchase order received and order delivered. This can help you down the road with planning.
- Data mining – By doing the tracking mentioned above you’ll have data to be able to mine through for valuable nuggets of information. This info could help you be strategic and proactive with your clients in the future. It could help you win more deals and ensure that you are nurturing every client you have. Review your sales reports regularly. Staying on top of data will help you act sooner than later on things that need addressing.
- Scheduling – Schedules work. Schedule time for everything. Schedule time for lead generation, for follow-up, for data mining, for admin work, for cold calling, and so on. Don’t just try to fly by the seat of your pants or you will always be in ‘react’ mode where there is more room for error.
Having access to the right information as well as having a strategy to be the go-to person for your client makes things easier. Having a good team behind you, if possible, can help as well. Not everyone is proactive naturally but if you strive to get to where you are continually thinking ahead with your strategy and sales planning, you’ll be a better account manager and you will have time to grow your revenues, too.
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