I have talked about Sales Process on and off in this Publication. While I don’t believe in New Year’s Resolutions, can we all believe in New Selling Resolutions to bring in the Year?
I realize that everyone is not on a Calendar Year in Business, BUT – all of us start every New Year with a Chance to Look at what worked well, what did not work well and what is in Process.
As a Professional Seller or Manager, Resolve to do this as 2016 gets rolling:
Based on 2015 Results Develop the Start – Continue and Most Importantly, the STOP list.
Stop is always the hardest because once a Seller is Engaged in something, it is Really Hard to get them to Stop. So, Many Sellers, Managers- Indeed Companies- will not give up on things they should have absolutely Stopped doing. The Lines are like a Bad Movie:
“I will get it this quarter I know I will!”
“Just one more Meeting will get them In!”
“If we bring an Executive in, that will do it!”
and list goes on and on!
Always remember 2 Rules regarding Change.
1. Einstein’s Definition of Insanity:
Expecting Different Results while doing the same thing Over and Over again.
2. My Personal Favorite – The Groundhog Day Rule:
Do you really want to live in Groundhog Day and live the same Day/Week/Month/Year doing the same thing Over and Over again?
Make the Personal Commitment make the Hard Decisions for yourself- or if you are in a position to do this as a Manager or Executive who sets Sales Process Rules- do if or your Company, Unit, Group, etc.
Its early 2016 – Let’s Resolve to make it Different than the past!
By the Way, Wishes are not Resolutions. Don’t waste your time Wishing for things to be the way they were. That is a waste of Mental Energy.