Musings for September

Here is what I am focusing on this month:

  1. While you are striving for perfection the opportunities around you are being scooped up those who strive for action.
  2. The best sellers are those who plan and prepare quickly.
  3. Features and benefits are out. Outcomes and value are in.
  4. It’s OK to say no to a prospect. You should be qualifying into as well as out of your pipeline.
  5. Sales pipelines are visibility into ALL your leads. A sales forecast is only those subset of leads that can be counted n for revenue.
  6. Measure the percentage complete in the pipeline NOT the probability of close.
  7. In honor of Labour day, how can you reduce your sales labour while making more sales this fall?
  8. If you are planning to revamp your compensation plans and territories for 2014 start now. Ideally you should have them rolled out to the team the week after US Thanksgiving to give them a fighting chance next year!
  9. Its good to have personal goals and well as business goals. My goal this month is to finish the Army 1/2 marathon in a faster time than I completed the ING race in January.What’s yours?
  10. And finally….When you take your summer holiday at the beginning of the summer, by the end of the summer it feels like you have not had a  vacation!  The fix? Next year I’m planning to do both a start of summer and end of summer vacation.




11 responses to “Musings for September

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    It turned out that the less manual work I do the more I make (I managed to outsource the tasks that were sucking up my time).

    Now I spend my time on high ROI activities only.

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