Seven Sales Strategies

Seven Sales Strategies


Over the years as I have seen hundreds of individuals come and go from the sales profession. I have questioned many of them as to why they were leaving. The answers, as you can imagine, have varied greatly. There are seven sales strategies that can help.

Two central themes, however, seem to be consistent: money and training.

As we all know, building a start-up business into a financially successful enterprise can take time. Likewise, learning all that is needed to win in any new career can take time. The question then becomes what does a new sales professional do to bridge the financial and education gap to survive in sales?

Unfortunately there is no “magic bullet” to the challenge of surviving in sales. Thankfully there are some fundamental sales success strategies that anyone can utilize to be successful.

Seven Sales Strategies

1. Plan on staying with it for the long-term – Many times I see individuals say “I’ll give it a try.” I do not personally believe you can be successful in any endeavor of your life without total commitment. I have met many individuals who have said “Yes, I gave marriage a try. It just didn’t work for me.” Of course it didn’t. This year will be my 34th year in sales and my 36th wedding anniversary and neither would have worked if I had just given them a try. Success and commitment go hand in hand.
2. Understand that selling is “mathematical” and not luck or chance – There is an absolute correlation between surviving in sales and the amount of activity you put into developing potential clients.
3. Plan on tracking your activity hour by hour and day by day – Few people survive in sales without keeping very meticulous calendars and records of their activity on a daily and weekly basis.
4. Set daily, weekly, monthly, quarterly and annual goals for yourself – Small short-term wins are important to surviving in sales. Your goals need to be both activity and production based.
5. Commit to long-term learning – The learning curve in sales is long and most times endless. Changes in products, technology and laws are ongoing in today’s world. Staying committed to long-term education is critical to surviving in sales.
6. Protect your thoughts – I have found that in sales and in life so many times we let negative thoughts overcome us. These thoughts can hold us back and sabotage our chances of gaining sales success strategies to help us survive in sales for the long-term.
7. Sales and life are marathons – They are not sprints. Be realistic in what you want to accomplish in a given time period. Remember surviving in sales is about surviving day-to-day initially.

Having a sales a sales strategy will be critical to anyone serious about a sales career.





Surviving a Corporate Down Size – Seven Tips

Last week one of the largest Insurance Companies in America called a meeting with all their employees to notify them that they would be closing all office across the United States. A sheriff was present in every office in America to search each employee as they were escorted from the facility. A corporate downsize happens all too often in America today. Let’s take a look at companies that a decade ago, no one in their wildest imagination would believe would close or be merged:

  • MCI
  • Paine Webber
  • EF Hutton
  • Compaq
  • Eastern Airlines
  • Woolworth
  • Pan Am
  • Standard Oil
  • General Food Corporation
  • TWA

This list represents just a few of the many corporation down sizings in the last decade. The fall out to the employees and their families is not only financial but physically and emotionally devastating. Unfortunately, under the current employee-at-will doctrine, the full burden of the impact lies squarely on the back of the employee. Make no mistake the corporate elite are making multi-millions if not billions of dollars from these downsizing and closings. A few benefit from the devastation of the masses.

Certainly, I understand that business is business and profits are critical for companies to stay in business. But when is enough, enough? The offense I feel not only is for the business decisions that are being made but the sheer barbaric treatment of loyal employees that have given their lives to these companies. They are escorted like criminals from their work places many times not even allowed to gather their personal possessions.

Unfortunately, we have no control over corporate decisions. What can we do if we are the victim of a downsize? Here are seven tips to help you through this traumatic time:




  1. Stay professional – It is very easy to let emotions take control when things go wrong. Remember to always remain professional in what you say and what you do.
  2. Believe in yourself – Know that it’s not about you, keep a great attitude and believe that you will come through the hard times stronger and better off.
  3. Prepare your story – Make sure that you have a positive story to tell in future interviews. Always keep it positive and professional, never bad mouth your previous company.
  4. Assess and evaluate – Use this time to look at your career and make sure you are in the correct vehicle (business) to help you reach your goals. This change could be the best thing that ever happened.
  5. Professional resume – Make sure you have a first class professional resume. If you can’t prepare one…hire someone to do it for you.
  6. Start networking – Start an intense consistent search, let people know you are available and what you are looking for.
  7. Evaluate your finances – Sit down immediately and assess how long your assets will hold out. Know where you are financially.

We cannot always control what happens, what we can control is our attitude and the actions. I believe everything happens for a reason and purpose and serves us if we allow it.