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 things.

Why?

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).

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”

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 feet, and yet we fail to see them. In some cases, we become a pigeonholed provider, that is, someone who has been labeled you as the vendor for perhaps 1 or 2 things and yet clients buy other things, from your competitors; all because they never understood they could buy those things from you.

Its all a balancing act but . . .

You need to have control of it so . . .

Look at your calendar and answer this question . . .

“How much of my week is being spent on the 3 drivers of sales success?”

In other words . . .

What percentage of your time, this week, is being 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.

We’re going to be talking a lot about the second and third drivers during our How To Competitor-Proof And Grow Your Book Of Business webinar on Thursday, December 15th, at 11:30 am EST.

We’re going to start by having a REALLY frank discussion of where you might be vulnerable with your existing clients and what you can do to remedy it!

We’ll talk about how you can leverage a little something/something called “Random Acts Of Coolness” to WOW your customers into telling your competitors “Thanks but no thanks!”

We’ll talk about how most reps leave money on the table and how you can completely turn it around!

I’m going to show you how to avoid getting “pigeonholed” and how to fix it if you’re already knee deep in that damn pigeonhole. Your Uncle Paul is gonna throw you a rope!

How to create client visits that benefit both you and your client at a much higher level.

How to create a communication plan that will keep you from saying that God awful “Calling to check in” nonsense. What are we on parole?

How to up sell, cross sell and;

Get MORE testimonials and WAY MORE referrals!.

Here’s What You’ll Get:

(1) 90 Minute Webinar Packed With Actionable Tips

Worksheets

Webinar Replay (Sent Later That Day)

Bonus eBook (Sent The Following  Week)

What’s The Investment?

Normally, it’s $99 but if you enroll BEFORE this Friday, December 2nd, we’ll call it an even $74.

Click HERE to secure your spot and cash in on this special discount!