Spring Always Follows Winter
I was talking with a colleague of mine about sales and how the activity for acquiring new business was high but the results were only marginally improved in 2016. Having a similar experience I remembered a quote from Jim Rohn on how “spring always follows winter and you can count on it every time”.
And that's the challenge in sales with averages -- the fact that that is what they are, averages. When you couple that with the natural seasons of nature it has some telling implications, consider this:
· There will be times when it will be slow (winter)
· There will be times when there is growth (spring)
· There will be times when you manage and enjoy the growth (summer)
· There will be times when things slow down but the alarm labels aren't going off (fall)
So where you are in your "selling season" and what should you do if you find yourself in winter? Here are a few things to keep in mind:
1. Commit to ongoing learning when it comes to sales -- regardless of the season you should strive to get better. So read some books, listen to some podcasts, and attend some seminars and workshops. This is an opportunity to invest in your learning and improvement. You just can’t stop at one or two books; you should be knee high in books on sales. There will be a gold nugget somewhere in everything you do to learn and improve.
2. Keep the activity level high in all seasons -- that way you will move through them on a regular pace. How often have you heard someone say that it’s slow around the holidays? Those are the folks who let it be slow. Sometimes the easiest opportunity is when the boss has let the staff go home and they are just sitting around the office, probably just waiting on a go-getter like you to show up.
3. Plan your financials so that the seasons don't cause too much stress. If you know winter will come, you need to set aside resources. It wouldn’t hurt to have a month by month yearly plan on how you are going to utilize your time and resources to stay ahead of the game.
4. Keep the faith. During winter it is easy to get down on whatever it is that you are doing. Know that the next season is around the corner and soon it will be spring when the growth and results will come. Groundhog’s day is soon upon us so be patient and keep working!
So take Action today on ramping up your sales skill and then go Run a Lap! Business is Fun!
Tony Marder is a Gastonia resident and President of ASM Ventures Corporation. He is a certified business coach and a specialist in preparing strategic business plans. You can reach him for questions or comments at firstname.lastname@example.org