I really love to dance, but I don’t seem to find time to hit the floor as much as I’d like to these days. It’s funny that when I was younger I wasn’t very good. Then I hit a late growth spurt, learned some new moves, found some good partners, and things started to make sense. I stopped seeing the dance floor as something to be endured and instead made it my own. I overcame the fear of embarrassment and things suddenly fell into place. I got right with the rhythm.
I’ve been thinking about rhythm and dancing alot lately. ( Of course I’ve always been accused of believing that we can solve all the world’s problems if we throw a good shindig.) I’ve been mulling over the fact that every organization has a characteristic rhythm in place. This rhythm is initiated by the CEO and senior management, but driven by every member of the company. Everyone makes a contribution…everybody’s got their own step in the dance. Now with the turning of the leaves this rhythm’s changed again. We appear to be busier in some ways, but most of us are languishing in the typical fall malaise.
The simple truth is that we’ve begun treating 2012 as a foregone conclusion. “Let’s focus on closing what’s in the pipeline!” or “No one does business after Halloween…”
Vamos my people! Let’s kick it up a notch and turn that dial “up to eleven!” I’m going old school and calling you out! Stop waiting on everyone else and kick a beat:
Are you in sync with your partner?
- Call an impromptu, informal Pipeline Review meeting with a colleague you don’t know very well or who you haven’t collaborated with recently. You’ll both benefit from fresh perspectives and unique approaches to the Sales Steps.
- Call / email every single prospect in your pipeline directly. Step up and make the “go” or “no go” determination as soon as possible and then communicate it up the chain. Your initiative will serve you well young grasshopper and distinguish you from the herd!
- Stack the deck for 2013 hermano! Follow the (or create a new) Lead Generation process and schedule some new stuff. Don’t let conversations end with some vague next steps and get those prospects on your calendar. Use (or create a new) Lead Nurturing process to keep them informed and interested until the new year.
Learn some new moves brother!
- How does that guy get President’s Club (top producer) every year?
- What are all those options available in your organization’s CRM software that you never bothered to learn about?
- What’s the latest buzz in the procurement world? How about reviewing your organization’s RFP / RFQ / RFI process and template(s)?
Face your fears Luke…
- In which part of the Sales Process are you weakest? Can’t generate leads? Can’t close? Proposals indecipherable? Don’t use the demos effectively?
- Don’t be afraid to borrow what works for others. Use phrases, demos, techniques etc. from successful people but spin them your way.
- Own it! Accept responsibility! Give explanations, not excuses!
It’s time for you to get right with the rhythm.
Keep on dancing people! Baila chicos!