The New Year is here and you’re committed to a successful 2012. You have set your goals, you are organized, and you’re motivated.
So how do you know this year is “The year”?
There are many variables that go into success in sales. Finding the right prospects. Knowing the right people. Understanding the client, their business, their needs, and their pain. Having the right product, solution, or service. Etc, etc, etc,
Yes, all of these are important but sales success comes down to what I call the 3-T’s. Timing, Talent, and Territory.
Sales excellence is equal parts timing, talent, and territory. It’s the proverbial three-legged stool and believe it or not, each leg is just as important as the other. If any of the legs are too short, it will be out of balance and fall. You cannot simply lengthen one of the legs to increase its overall height.
Many will disagree with me but believe me, its true. You can have all the talent in the world, but if your territory isn’t up to par and your timing isn’t great, guess what; No soup for you! (See Seinfeld episode – “The Soup Nazi”)
Have you ever heard about an average sales rep that goes into a new territory and blows it out? He may not have a lot of talent but the timing was impeccable. The territory no one wanted, it was exceptional. Ka Ching $$$
To reach the level of success that you desire it important to adjust the height of all three legs. Let’s take a look at each of the legs:
Some people will say that timing is all about luck. Being in the right place at the right time. Luck, simply put, is nothing more than the place where preparation meets opportunity. If you do the right things to prepare yourself for success and work hard at it, opportunities will present themselves. Will you seize the opportunity? Are you doing what is necessary to prepare?
If you have been in sales for any length of time, I’m guessing that you have the necessary skill sets to be successful or you wouldn’t still be in sales. However, the sales game has changed dramatically over the last several years. Can you say Sales 2.0? Are you keeping your skills up to date? Are you doing what you need to do to remain relevant?
Plain and simple, your territory is your territory, and it is what it is. But remember, “one man’s trash in another man’s treasure”. Keep an open mind and attack it like never before. Statistics say that it takes 7 – 21 touches to make a suspect a client. Do you have a process in place to touch every suspect and prospect? Are you prioritizing the accounts and your activities?
Is success, and the 3-T’s like a three-legged stool? I think so, as all three do play an integral part in sales performance. It’s the dynamic integrated nature of these three legs that can and does affect your success. The good news is that if you focus on continuous improvement in each and every one, success can be yours.
Here’s to your success in 2012 and to making it “The Year”!
Please feel free to share your thoughts and comments.