Greetings!

My best clients thrive in adversity. They adapt. They don’t judge an idea on the surface, they try it out, test it, measure the results, and then decide if it works, or not. They are successful because they change and they try new things.

This week I was onsite with amazing clients in Bismarck, ND. Arguably much colder than Miami and the desire to wear boots and a fleece overwhelmed. Regardless, when a foot injury affected my ability to put shoes on and stand, I adapted. Wearing flip flops with tights and a dress! I made it work, tested the results; in the feedback we received did extraordinarily well during the session! 4.8/5 for the day. Plus I learned another invaluable lesson:

Clients care less about the shoes you wear and more about the results you bring. (PLEASE I beg of you. Don’t tell Chris. I have a trip planned to DSW this weekend and have my eyes on a couple new pairs of stilettos that I need.)

Can’t say the Haviania’s will become a regular part of my work ensemble (although they were comfortable) but the willingness to adapt will always remain. This week we are adapting our newsletter too. Rather than our usual article I thought you would benefit from a podcast I recently recorded on the common traits of our most successful clients at Engage. We have included the transcript below.

Enjoy the change, and use it to inspire one thing this year that will change your results.

Take the Sales Quiz!

Test your sales knowledge with this Sales Quiz. Just answer the topical sales question below and see Colleen's answer. Then check out the article below to learn more...

Successful sales leaders...?

1. Encourage their sales reps manage their own pipelines and numbers
2. Test, measure, and then evaluate results
3. Enforce one way of selling and never deviate
4. Take ideas from industry insiders

Pick your answer and see how you do!

What Our Clients Do Differently To Achieve Success

Our best clients do things very differently to achieve their high levels of success.

First, they are not afraid of change. They don’t get stuck in a single sales methodology or a single sales approach. They are constantly looking at what they are doing now and asking themselves “is this achieving the results I want?”

If not, they will make a change in order to get a better result.

Second, Engage’s best clients are open-minded when it comes to new and different ideas. They embrace ideas from outside their industry and they forge relationships with people who can add value. They don’t get stuck in that mindset of “oh, that will never work around here” or “we tried it once and failed.”

Instead, they consider the idea, test it, measure results, and then make a decision. Successful clients base their decisions on objective measures and results. Not subjective gut feel.

Third, the best Sales Leaders I work with are focused rigorously on objective sales numbers and pipeline. They manage the metrics very, very closely. They get intimate with their numbers. The best leaders, those who are in charge of revenue, know their numbers inside out. They are intimate with every detail right down to the lead conversion of prospects, the prospect conversion to close, the closing ratios of every rep, the average sales size, the average lifetime customer value, and the total customer value.

Because only when looking at those numbers can you get a truly objective measure of what your sales team is doing, how productive they are, and what we can do to make them more productive.

Visit our article library for more sales strategies to improve your results in any economy!

Connect with Colleen!

Engage Selling Solutions - www.EngageSelling.com
#302 - 6 Grove Avenue, Ottawa, Ontario, Canada, K1S 3A6
#PH7 - 245 Michigan Avenue, Miami Beach, Florida, USA, 33139
Tel: 1.613.730.7700, Toll Free: 1.877.EngageU (1-877-364-2438), Fax: 1.613.730.5971