Make sure that you are making it happen. . .not just getting ready to make it happen!

December is a good time of year to pause and reflect on the past year, lick our wounds, count our blessings, and lay the ground work for the coming year. Some of the getting ready activities are:

• Getting ready for the holidays
• Focusing on new goals and objectives
• Getting ready to chase a whole new set of dreams

In sales, there are getting-ready activities, and there are getting-busy activities. Unfortunately, too many salespeople (one in four) are getting ready to get ready. There is a time to get ready and a time to get busy. Getting ready is planning, preparation, and rehearsal. Too much getting ready and you're procrastinating, which is really avoidance behavior. These are the people who stare down the gun sight of life but rarely pull the trigger. Getting ready is important, but getting busy is imperative to your success. You have to be willing to pick up the phone, go out and visit a client and continue to build relationships.

The slide below illustrates how important it is to take the initiative and not just 'talk' about it. We need to plan and then execute selling strategies to keep new opportunities in the pipeline.

Make 2019 the year that you surpass or meet your goals instead of tread water or fall short!

050- Sales Management Insights with Guest Leslie Groene

Leslie Groene is one of the coaching superstars in the world of corporate sales as well as a business consultant, author and motivational speaker. Her sales seminars and webinars are widely attended and have produced impressive results in a variety of corporate settings. She helps her clients focus on revenue generation and profit growth.
Aired Friday, November 30th at 11:00am
Click to listen to Leslie’s recent radio interview

Focus Point

89. Have a buddy!

Whether it's a family member or your best friend, you need to have a buddy you can confide in when you need to talk to someone. It's a two-way street; you can be a good listener for your buddy as well. We all need to be able to deal with things and get them off our chest so we can keep going!

It's also a good idea to have a sales buddy as well. If you're part of a two-person sales team, it might be our partner. But sometimes we'll select someone for that role whom we're not working with every day. You'll know the person who is best for this in your office when you find him or her.