The 3 Drivers Of Sales Success

by Paul Castain on January 27, 2013

This is one of those posts where we could have easily kept adding things to a list and ended up with a mammoth list of things you need to do to be successful in sales.

I thought it might be better for me to put on my Captain Obvious cape and break it down to 3 “No Sh*t Sherlock” things.


Because you’ll remember 3 and if we’re lucky . . . you’ll focus on all 3 to the point of absolute obsession.

The only disclaimer I’ll offer is that, you might have a role in sales where an item on this list might not apply. If this is you, then my advice would be to customize this list to the 3 things that YOU need to focus on to be successful in your role.

Here goes . . .

New Account Acquisition: This is easy to do when you first start in sales because you typically start with nothing or as the old timers like to say “the phone and the Yellow Pages” (does anyone actually use the Yellow Pages anymore?) Once you get a book of business its easy to either get real busy servicing accounts or cling to the concept of servicing accounts as an avoidance activity. (think procrastination in a really cool disguise). I think (actually I know from having lost my first business back in the 90’s) that we kid ourselves into thinking it all lasts forever. Meanwhile, we have no “Plan B” in case we lose an account and in many cases, we become too comfy to grow our base.

Providing “Wow” Levels Of Service: Aka “Competitor Proofing” the business we bring in. We can’t be so focused on new accounts (and all the activities that go into bringing home that bacon) that we  neglect our accounts and more often than not, fail to provide the necessary level of “WOW”. Things like Random Acts Of Coolness, asking them about what THEY find valuable and making even the thought of considering leaving us ridiculous!

Account Development: I believe this represents a huge opportunity for many of us. It’s much like the famous story where we have these acres of diamonds, right under our noses and yet we fail to see them. In some cases, we become a pigeonholed provider, that is, someone who has been labeled as the vendor for perhaps 1 or 2 things and yet they buy other things, from your competitors; all because they never understood they could buy those things from you. How about the opportunities that exist within an account to service another location or division?

Its all a balancing act but . . .

It’s the start of a new week. Take a look at your calendar and answer this question:

“How much of your week will be spent on the 3 drivers of sales success?”

In other words . . .

“What percentage of your time, this week, will be spent either hunting new business, providing awesome service or growing existing business?”

The more time you can spend on these drivers . . .

The more successful you will become.

I have a tough question for you . . .

What’s stopping you from spending more time on your sales drivers?

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