Winning with Leslie Groene April 2013
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What Would a Sales Rep Do?
Many business development relationship sales people ask me how they can sell more solutions or products so that they can increase their top line revenue? One of the overwhelming observations I make is that sales people easily get distracted by production issues, pricing, contract writing, internal paper work and many other necessary activities that take them away from selling. You must be aware of how much time you spend in Revenue Generating Activities. If you keep a journal of how you spend your time on a daily basis you will observe valuable time spent in non sales activities.
We are all really selling our time, whether you are selling a professional service, a manufactured product, or business solution, time is our most valuable resource. It is imperative to analyze where and how we spend our time;
  • Are we pursuing the correct prospects-do they buy what we sell?
  • Are we spending time selling to the right clients - do they appreciate our value/are we making money?
  • Are we calling on the decision maker?
  • Do we know when to stop calling on a prospect and move on?
  • Are we making progress in building a trusted relationship?
  • Can you get an appointment to move the selling cycle to the next step?
We must be clear on how we spend our time so we can be as productive as possible. It is understandable that we all need to perform a certain amount of account maintenance activities and paperwork to satisfy the work flow and billing process. Try to delegate as much of these time suckers as possible and focus on market facing selling and relationship development.
You are not being a sales rep unless you are selling!

Focus Point
23. There is such thing as "karma" so make yours good karma!
I do believe in the principle of good and bad karma. Why not have the good stuff going for you? When you build a foundation on solid ground and treat others in the way that you would wish to be treated, the word of mouth will build and you will receive benefits from these good works.

Conversely, when you spend your life "doing unto others before they can do unto you," bad things will happen. I can guarantee it. When someone is wronged, there is that basic human need for revenge. I'm here to tell you that revenge can take many forms. Some of us out there in the world don't seem to "get it" - and then, when the day of reckoning and/or payback arrives, they don't have a clue as to why these terrible things are happening to them!

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