One of the most common underlying issues that most sales people in the security industry have is investing time on tasks or events that have no influence on their top-line performance. Although I believe in systems to capture data, monitor activity, and predict performance, I think we get mired by all the activity we have on our calendar and forget what matters – selling. So, what can a sales person do? Whether you’re a manufacturer or integrator, you’ve got an unlimited amount of things you could do every day – and most don’t lead to sales. As with most complex problems, the best solution is a simple one.
Write down three things you have to do today that will directly lead to sales in the next 90 – 180 days, depending on your type of business and sales cycle. Anything else that gets done is a bonus. Simple and obvious, but try it every day for the next couple of weeks and see what happens.
