Eliminating Sales Myths
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Better Sales Ideas for My Readers 
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Myth #21: January Is A Fresh Start

In This Issue
Myth #21
Practical Application
For your DIY
Shameless Advertising
   
 
January is almost here! Will your feet be in the starting blocks on the first day?
 
If so, you've already lost ground. 
 
Think about how you drive and see if it should be affecting how you plan to sell.
 

Teach Others! 

Chuck Reaves, CSP, CPAE, CSO
404.822.6171
Myth: January is a Fresh Start 
 
Truth: January Should Be Just Another Month in Your Rolling Twelve Month Plan
 
There is no START or RESTART button in sales!start button
 
Where did we get the idea that sales resets every January? Sure, we are working under new quotas and new plans, but business is a continuum, not a series of events.
 
January 4, 2010 is the day many salespeople will begin ramping up for the new year. Like the first day of school, they will vow to do things differently this time:
 
  • Stay ahead of quota
  • Manage time better
  • Polish up their skills
  • Break bad habits
  • Develop good habits
 
What will make you different next year?
 
 
While your competitors (and peers?) are in their starting blocks, concentrating on what they will do when the starting pistol fires, why don't you simply run past them?
 starting block
Plan now to continue to run your race at your pace right through the new year.
 
Here's an example. Imagine you're driving down a multi-lane street and approach a traffic light where there is a car in one lane and the other lane is open. What do you do?
 
If you're like most people, you slow down in the open lane and try to time your arrival at the intersection with the light turning green. Then - admit it! - you gun the engine and roar past the car sitting in the other lane. You probably have a slight smile on your face as you do.  
 
Salespeople who stop in January to plan their year are like the motorist at the light. Sales professionals who are constantly adjusting their speed and direction are the ones who continuously increase their sales.
 
How can you do this?
 
 
  • Use this "slow" time to prepare to accelerate. Right now it's more difficult to schedule face time with clients. Use this time to prepare to move better and faster on 1/4/10. This is a great time for planning.
  • Know the lane you will run in. There is always some low-hanging fruit. In this economy it may not be as juicy or tasty, but it's there. Target what you want in the first thirty, sixty and ninety days.
  • Fix what's broke while you run. What new skills and tools do you need? How will you attain them in the time left between now and the first of the year?
 
 
Practical Application
 
It's not too late to still capitalize on 1Q10. How can you pass your competitors who will still be in the starting blocks on January 4? Here's what I'm doing - see if any of these will work for you:
 
  1. FULL CALENDAR - The first week of January is almost full of appointments and I'm still trying to add more. My two most important sales calls planned for 2010 (so far) occur in the first two weeks of the year. When my competitors call my clients, my clients will be unable to take the call because I'll be in their office talking to them. Or, at least, that's my plan. How many appointments can you schedule now for the first week in January?
  2. STACKED TO-DO LIST - The first week of January will have more things on my to-do list than any week in the past three months. All of those "We're not doing anything until after the first of the year" comments I heard have become action items. How many "call me later" responses have you heard that could become action items for you?
  3. CELEBRATE AND ENJOY THE HOLIDAYS - This is a season for family and I fully intend to all I can for and with the family. Sales professionals need to balance faith, family and career. I'll also take care of business: A] I will be up before anyone else in the family and use that time for planning and scheduling and B] I will keep pencil and paper handy to jot down ideas during the day. The next morning I will look over my notes. This will give me a head start on my competitors who are devoting the entire time to "family". How can you best balance family and business during the holidays?
 
 
trainer ubiqDIY Idea
If you're not in the habit of conducting in-house, do-it-yourself sales training, you will be. It's the hottest - and most necessary - change you can make.
 
Use the ideas above to conduct a DIY session:
 
  • How can you develop on-the-fly sales planning? Discuss this with your peers - you'll come up with some great ideas.
  • Analyze the competition. Based on past experience, how long will it take for your competitors to come up to full speed next year? How can you capitalize on that? 

 

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