Top Sales Priorities for 2012

Why common sense selling will win the game in 2012

January 31, 2012
Edited by: Diana Pohly in: Effective Sales Techniques

Kelley Robertson’s Fearless Selling blog is different from sales blogs that pitch unrealistic sales “secrets” and expensive training. Robertson focuses on simple, achievable goals that are grounded in solid common sense.

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Here are some of his top sales priorities for 2012. If you make them part of your selling priorities too, I think you will see an increase in sales success:

Increase your salespeople’s selling time by having them complete expense reports and other non-selling activities in the early morning or at the end of the day, not during prime selling hours.
Improve your ability to connect with decision-makers by focusing on a specific area of expertise. It’s more effective than trying to be an expert in all things.
Do lots of research and come to first sales meetings armed with specific solutions and ideas. “Meeting with an executive and saying, `I’d like to take a few minutes to find out exactly what you do and what problems you’re facing’ will not get you very far,” Robertson writes. “Corporate executives and key decision makers are too busy to educate you. They expect you to know AND understand their business and the challenges they are encountering.”
Target your prospecting by identifying and contacting specific individuals within organizations who can benefit the most from what you sell.
Make more appointments to see more potential customers. According to Robertson, “If you are serious about increasing your sales in the upcoming year you MUST make appointment-setting your number one task each and every day. Set aside time every day to make calls and set appointments.”