Staying Ahead Of The Curve In Sales

Blog thumbnail

Staying Ahead Of The Curve In Sales

Blog thumbnail

The best salespeople have a way of always being busy.

Yet we all know that if we don’t take the initiative on improvement, our competition will. So how do we ensure we are constantly improving while still meeting our outreach goals and hitting our quotas?

To answer that question, we sat down with Moustafa Moursy, president of Push Analytics. He showed us how even the busiest salespeople can ensure the system is there improvement so they can stay on the cutting edge of selling and serving their customers!

Because we’re trimming hope from our sales strategy, we’ll use the acronym TRIM to guide us through creating a system with a trigger, ensuring it’s repeatable, building in ways to improve it and of course, ensuring it’s measurable and getting us results.

T – Trigger: Mustafa said the trigger for this system happens every day. As soon as we get up, we should think, “How am I going to eat?” This will keep us in the right mindset to execute the following steps.

R – Repeatable: to make the system repeatable, Mustafa says to break what we do a salespeople into buckets. These buckets should be our hot leads, our warm leads, and our cold leads or new relationships. This is an easy way of prioritizing our outreach so we make sure we are as efficient as possible.

Second, outline the steps that you want to take at each stage of your sales cycle. Don’t leave this to chance, instead, have defined steps that you execute whenever a prospect moves into a new vertical of your pipeline.

Third, ensure that you are asking senior salespeople on your team and in your network what steps they are taking in their outreach and pipeline management, to ensure you are not missing anything. It is easy for us to get in the weeds with our sales tasks and miss the forest for the trees.

Fourth, Mustafa says to choose what techniques and tactics you want to incorporate and identify what isn’t fit for you in your personality. To ensure you implement change, you will want to lean into your strengths and the things that you do well.

Yes, decide where your system should live. A CRM is ideal, but you can also manage a comprehensive sales system in a spreadsheet. Most importantly, get your sales steps out your head in into something you could reference as you conduct outreach day to day.

I – Improvable: To improve the way we continually improve; the first step is to establish a cadence of review. Each week, ask how well you did in using your systems. Did you execute them each time they were called for? How many times did you skip using them?

Additionally, we can improve by tracking the places where we don’t have a system but could use one. It’s an invitation to stand up a process that we can test and iterate.

M – Measurable: to measure how well we evolve in our sales skills; measure how aligned you are to your systems and steps. You can do this daily, weekly, monthly, and quarterly depending on how often your systems are used. You can also measure if you are hitting your daily numbers. If we are reaching our leading indicators, lagging indicators of sales will be sure to follow.

Being busy is no excuse for not evolving, especially if we are dedicated to serving our customers better than any of our competitors!

Hit Enter to search or Esc key to close