It’s 2016, and a whole new year to crush it in sales.
New opportunities, new lessons to be learned, and new prospects to meet.
So, in the spirit of the new year, and with everybody making New Year’s resolutions, we’ve decided to throw our hat into the ring.
Here are 5 Sales Resolutions for 2016!
1. Learn From Rejection and Failure
The beauty of failures is that they are never total failures. They show you what you shouldn’t do, and what you can do better.
“Failure is simply the opportunity to begin again, this time more intelligently.” – Henry Ford
Failure is like feedback.
But for many of us, we avoid feedback in many parts of our lives. We see only the negative in failure or rejection without trying to learn from it.
Remember: Every “no” brings you closer to a “yes”.
Focus on learning from every “no” and becoming better as a result. This will help you learn and grow in 2016.
2. Be More Persistent
What’s crazy is that 44% of sales reps quit after the first “no.”
The initial cold call is NOT the be-all end-all. In fact, the chance of making a sale actually increases with each additional cold call, up to a point.
Just look at the statistics.
- 2% of sales are made on the first contact
- 3% of sales are made on the second contact
- 5% of sales are made on the third contact
- 10% of sales are made on the fourth contact
- 80% of sales are made on the fifth to twelfth contact
A sale requires trust. Trust requires exposure. That’s why you need to follow up, and do it often. Even if you don’t make the sale on the first attempt, the process has only just begun.
3. Get Your Habits in Line
The way you do one thing is the way you do everything.
So in 2016, look at where you can improve your sales game, and develop life habits that can aid in your cause.
For example, get a solid morning routine down, to develop better habits overall.
According to “The Power of Habit,” by Pulitzer Prize-winning New York Times reporter Charles Duhig, the simple habit of making your bed in the morning has been shown to increase productivity and happiness.
By developing good habits, you’ll find it easier to get in the selling zone and boost your numbers.
4. Do More Networking
They say, “it’s not what you know, it’s who you know.”
While I believe that “what you know” matters a lot, there’s no denying that good contacts open doors.
That’s why networking is key – online and offline.
Aim to attend a few relevant in-person networking events each month. You can use these networking tips to get the most out of these events and make solid connections.
At the same time, you should be networking online too. Sales prospecting on Linkedin can be very powerful. You can use it to make valuable connections, learn important new skills, open job opportunities, and to “warm up” cold calls and get your foot in the door with new prospects.
5. Read and Take Action
As a salesperson, you should always work to improve your craft. Part of that is learning from rejection and failure, but another part is learning new techniques and gaining knowledge.
When it comes to sales, there’s always something new to learn.
Last year we identified some of the best sales books we’ve read.
But reading is just the first step. Commit to taking notes, and giving yourself opportunities to apply what you learn. If you do this a few times a month, your knowledge base will grow dramatically throughout the year, and your skills will improve.
What are some of your sales resolutions for the new year? Let us know in the comments below.