Many of us have been there before, and thus the need for this post.  A tough interim or mid-term review is sobering, and if you are in sales it is easy to have a couple of tough quarters.  The importance of this is apparent when it gets to writing.  Use this post, to prepare for this important upcoming event, or to respond to a difficult mid term that has already happened.

Are you currently on a performance program? Remember, you must be on top of your game, and working all of the time.  You might refer to BSJ 4/30/2011, Are You on A Sales Performance Program? Can You Beat it?

Remember, this is the mid-term, and there is some time left to get goals, but you must do something different, or the results will be the same. This post was from last July but applies now as much as any interm period.

Never give up.

_________________________________________

If you are with a fairly large organization, you have probably recently experienced an interim or mid-term review.  As trite as it sounds, you knew it was coming; yet it is one of the least enjoyable activities for a sales professional.  Having someone tell you where you stand in comparison to a goal that you had no choice but  agree to.

Historically, that is the nature of sales.  Review Black Sales Journal – 1/10 Preparing for the Performance Appraisal that discusses the performance appraisal process and the sales professional.  These points are applicable here, yet I am highlighting “what is after the interim appraisal” as a result of the urgency getting on track, meeting goals, and having a successful last 5 months.

Do Something Different!

This is not an issue if you had a great interim review as you are on track, although you need to remain there.  The problem comes when the interim or mid-term was problematic, exposing what even you have to agree are sub-par sales results and as a result low attainment.

When you are in that mode you have reasons to despair and frankly, I can tell you I have been there. It is a place that you don’t want to be as you are up against a clock (actually the calendar) and you know something has got to change, or you won’t be there down the road.

The real deal is that you might not be doing anything wrong, yet you might not be doing enough right.  Something new has to be tried, and now is the time to do it.  I will propose a few things that may help; yet you cannot stop the normal sales process while you execute them.

Those items are as follows:

• You must increase your prospecting effectiveness.  It is a proper activity for even those who are having success.  Please to refer to Black Sales Journal 2/10, Prospecting Tips For Black Sales Professionals.  Making your prospecting activities most effective will include changing, yet it is still an activity that is basically short-term that will yield dividends.
• Reckon with the numbers game that prospecting represents.  There is no doubt that there is a formula that successful prospecting continually requires.  See this in Black Sales Journal 2/28, How Many Prospects Do You Really Need? You must know your success formula, and make it happen.  The formula is different based on your own effectiveness.  I might be able to make my numbers with fewer prospects, based on my own approach and characteristics.
• Continue to work hard.  There is no magic in this statement.  You can increase your effectiveness and recognize your prospecting formula and the numbers that make it work; yet you still can do more.  Here is where you put it into high gear.

Here are some activities that you can do that you might not be doing right now:

• Utilize networking as a prospect source
• Use seminars as a prospecting tool

Networking can be a very effective prospecting source.  It does take work and some planning, yet proper networking will change the prospect base you are exposed to as well as create face-to-face opportunities for prospecting intimacy.  I went deep in this topic in Black Sales Journal 2/21, Networking for the Black Sales Professional.  Using networking effectively is possible in the short term and can be done while the normal prospecting activities continue.

Seminars can be extremely effective.  Done correctly, this activity can be more effective that networking, yet require more preparation, and potentially some resources.  Black Sales Journal 3/24, Finding Prospects Though A Seminar gets deep into this activity that I am partial to.  Now to make this activity work, you do need to have a group that has some has some commonality in buying habits, product needs, industry type, or other characteristics just as the 3/24 post describes.  Once you pull a group together like this, and deliver a message a message with value, you will potentially have followers, prospects, and some customers that you may never have been exposed to.  It would help to be an expert, or regarded as one, yet not necessary.  If you are not an expert, you should engage one to speak to your group, and as is described in the post, keep meticulous records and do not let anyone in, or out, without their contact information, especially their email.

In Summary

These are tactical activities.  They do not replace normal prospecting but can supplement that activity.  You cannot make it in sales without prospecting and need to face that important issue if you have problems there.

Prospecting is the price of admission to being successful sales professional.  Prospecting Tips For Black Sales Professionals were designed specifically for up and coming Black sales professionals in recognition that if you are going to be in this profession, you will need them to smooth out the difficulties of sourcing prospects.

Be effective and prosper.

We welcome your comments.

Think of the best sales professional that you have ever seen.  Think of what that individual does that sets he or she apart.  Some are personal attributes (SeeBSJ 7/5 -Customer Facing Attributes You Can’t Be Without), some are preparations, and some differences are skills.  Skills are attainable, and can improve with practice, preparation, and a desire to be the best. Let’s touch on the most prominent of those skills in this post.  Yes, the best sales professionals have to be intentional about improving skills and skill sets, as these are the ones that what will make them better sales professionals.

Tools That Change Careers!

Skills are the tools that you need to become as complete as possible.  You can have some of these without having the proficiency to make them count, so acquiring the skills and improving on those that you have are both important acts. Here is the skills roster:

• Superior Interviewing Skills
• Unquestioned Responsiveness Skills
• Solid Communication Skills
• Strong Networking Skills
• Effective Relationship Development/Building Skills (Deep Enduring Relationships)

Superior Interviewing skills – Interviewing skills are important to get the job, and you need to get the job before you can be successful at it.  Master interviewers use a combination of telephone interviews and in person sessions to get comfortable with a candidate.  You want them to get comfortable, and so I suggest the following articles to help you:

Black Sales Journal 1/5/11 Mastering the Telephone Interview Black Sales Journal 9/12/12 An Interviewing

Essential – Communicate Why You are Successful Black Sales Journal 7/7/11 Want to Stand Out in An Interview – You Already Do!

Getting them comfortable includes sharing all positive aspects of ‘you’.  These posts will help, but the most important thing will be how you behave during the interview, so practice, practice, practice.

Responsiveness – Yes, it is a skill! – If you are sales professional responsiveness needs to be your tagline.  It is that part of your ‘tool chest’ which will separate you from your customer’s previous sales professional, and potentially from any in the future. Read these post for deep explanations:

Black Sales Journal 6/16/2011 – Responsiveness – The Objective of the Sales Professional

Black Sales Journal 1/16/2012 – What is the Content of Your Sales Character?

The Black Sales professional has to be most responsive to get the preference that comes with a solid, rewarding relationship.  Never allow your relationship to suffer the chasms that happens in many relationships, which gives opportunities for others to interlope.  Respond with alacrity to customer requests and get the answers they need.  Don’t hide behind your voice mail because your customer needs you.  Change processes and habits to meet the needs of the customer, it will give you the edge for life.

Effective Communications and Listening Skills – Your ability to communicate is crucial to your success.  This is an area that many take for granted and do not ‘practice’ on to the degree that they may need to.  You will not know what your customer needs if you do not have superior probing and communications skills, including listening skills to get out the key information that you need.

Black Sales Journal 11/7/2011 -  Uh! Umm! Make Communications a Strength Black Sales Journal 11/17/2011 – Are You Listening to Your Customers?

Black Sales Journal 3/12/2012 – Are You Asking Your Customers for Feedback?

These items will help you as your skills in this area, yet I will also suggest role-play, videotape, and even the occasional mirror to help you hone your skills.  You cannot avoid being a good communicator if you want to increase your chances of success.

Networking Skills That Fill Your Sales Funnel – You might believe that not everyone can network, but I guarantee you it is a skill that can be learned and even mastered.  Networking is much like speed dating, you get in and out, and get the requisite information to allow a much more impactful meeting at another time.  You are selective, and at the same time ‘throwing a wide net’ in hopes of finding potential customers.

Read these to learn more:

Black Sales Journal 2/21/2011 – Networking for the Black Sales Professional

Black Sales Journal 10/10/2011 – Entrepreneurs – 6 Areas to Focus On

Black Sales Journal 12/19/2011 – 2012 Has Started Already- Three Ways to Increase Your Prospect Base

The ability to network effectively is important for b2b and b2p, and is a skill that is well defined.  In practice working a room is one thing, but in truth it is an art.  The utilization of an effective ‘elevator pitch’ (Black Sales Journal 8/11/2011 – Know Your Elevator Pitch) and efficient and organized notes on who you engaged and talked to are important.  Good networkers are almost always leading the pack on prospect origination.

Effective Relationship Development and Management - You have heard me say on numerous opportunities that the relationship, in most product and service sales, is everything.  The customer is your ‘reason for being’ and you need to make sure that developing deep, enduring relationships is your goal.  It is a skill, and an art that takes times and an understanding of the process.

Read these for more information:

Black Sales Journal 6/18/12 – The Raw Truth About Your Business Relationships

Black Sales Journal 6/24/12 – Why Can’t Johnny Sell?

Black Sales Journal 1/13/11 – Deepening Your Customer Relationships – The Holy Grail for the Black Sales Professional.

No one item will help you more than to have the type of relationships that are built on mutual trust, credibility, and value.  Be astute as to the your customer’s needs and what you might be able to do to add value.  Master the relationship!

Here is a start, and I will continue next post with more skills that change the game.

Take time to master them. Read Monday for Must Have Sales Skills Part II!

Your comments are welcome.