Q4 2009 Formula for Success

“Our best people see the most people.” Andy Streiter, an Area Vice President  at Careerbuilder.com, said this in 2007 when asked what makes the most successful sales professionals in his organization.  The phrase has stuck with me for the last several years. It’s simple sales math, right?

Talk to more people = MORE REVENUE

If only it were that easy... Don't get me wrong... Andy was right, in 2007 if you saw more people; you’d out sell your peers and your competitors. Fourth quarter 2009 is a little different. You are selling in one of the worst economic conditions this country has ever seen. The tried and true phrase, work smarter not harder just won’t get you the results it used to. You have to do both; work smarter AND work harder.

I tell sales professionals, before the recession, if you were running you were winning. Just like Andy said, if you see more people you'll make more sales. Today it's a little different. You're still running, but now you’re running in water and it’s a lot harder and to win. How bad do you want it? This is a true test of how much you want to win.

The formula for success in Q4 of 2009 is a little more complicated. It looks like this:

More prospects + more dials + more meetings + more listening + more creativity + more persistence + more positivity + more drive + more dedication + more value + more proposals + more closes + more customer care + more hours worked = MORE REVENUE

To win, you must become an expert of all aspects of the 2009 formula. It’s just not enough to see more people. We all know professionals who are constantly “busy”. Unfortunately, they aren’t doing the right activities to move the needle and drive revenue. They’re stuck in 2007.  And for most, if you’re running your business like you did in 2007, you’re not winning.

What’s motivating you to win in Q4 of 2009? Set a goal and achieve it. Put the new formula to work and you’ll forget you’re working harder, because you’ll love how it feels to win.