Sales Goals and Resolutions (circa 2015)
- by Elay Cohen
- December 28, 2014
SalesHood - Sales Enablement Platform
As sellers, we aim to exceed our hopes and dreams and make 2015 the best year ever in our careers. With thousands of SalesHood pitches, huddles and deal reviews transacted in 2014 and so much peer-to-peer coaching activity by our community members, we decided to curate a list of crowdsourced sales goals.
These are the ones voted up as aspirational 2015 sales goals from top performing sales executives in the SalesHood community.
The overriding theme for 2015 seems to be a “back to basics” approach in sales. It’s time to focus on purpose, curiosity and insights. It’s time to make sure every communication is purposeful and rich with insights. It’s time to solve big problems. It’s time to make sure curiosity is reborn as a core sales skill and sales process driver.
It’s time to bring even more value to every customer conversation.
It’s time to turn our sales profession into a sales practice with daily exercises, connectedness and mindfulness. Let’s make 2015 the year we sharpen and refresh our skills. Let’s make 2015 the year we connect with our buyers and our teams. Let’s make 2015 the year we are mindful about legacy.
We hope these 2015 sales goals help you get where you want to be:
1. Have a thoughtful POV from researching buyers, companies and competitors to respectfully share prospecting insights.
2. Engage prospects in email, social and phone conversations to solve problems, not pitch products.
3. Use Linkedin to connect the dots with influencers, stakeholders and decision-makers pre and post meetings.
4. Be an active listener and curious problem solver by uncovering, validating and quantifying business issues and customer compelling events.
5. Become more comfortable asking open-ended questions by writing down your discovery strategy, soliciting feedback from peers and practicing.
6. Send meeting-agenda confirmations and start customer meetings with a clear purpose and expected outcomes.
7. Challenge executives to think differently and bigger about their businesses by providing value-add insights and proof points.
8. Create urgency by sending out customer meeting summary notes by EOD, validating what you heard and qualifying next steps.
9. Deals have mutually agreed customer success plans, aka close plans, written in customer’s language and validated early/often.
10. Uncover and validate customer-compelling events with power before forecasting deals as committed.
11. Don’t get defensive when customers raise an objection. Learn more by replying with thought-provoking and curious “why” questions.
12. Make customer stories and references shared wth customers relevant, emotional and quantifiable.
13. Don’t bash your competition. Plant traps as questions mapping competitive weaknesses to customer’s stated business priorities and needs.
14. Avoid negotiating late in the sales process and with the wrong people. Have a give/get plan.
15. Close with class. Send hand written “thank you” cards to customers.
Have an amazing 2015.
Elay Cohen is the author of SalesHood: How Winning Sales Managers Inspire Sales Teams to Succeed and the co-founder of SalesHood, a SaaS sales enablement platform and community for sales professionals. Elay is the former Senior Vice President of Sales Productivity at Salesforce. Recognized as the company's "2011 Top Executive", and credited for creating and executing all of Salesforce's sales productivity programs that accelerated its growth from $300M to $3B+ in revenue. The sales training and sales support innovations delivered over these years by Elay and his team to thousands of sales reps resulted in unprecedented hypergrowth. He also created the Partner Relationship Management (PRM) category.
Based on my experience leading Sales Productivity at Salesforce, accelerating revenue from $300M to $3B, we’ve packaged our proven methodology into SalesHood, helping client after client achieve record breaking revenue growth.