What is the seller’s biggest challenge at the beginning of the year?
The beginning of the year is usually a mix of feelings, at least in my opinion.
A year has just ended, usually with parties and celebrations. If you had a good year in sales, this good performance ends up being reflected in the end-of-year parties, right? A Christmas filled with presents and a beautiful New Year’s Eve party.
But what if that wasn’t your case?
The beginning of the year also brings with it some responsibilities. It is at this time that we must pay some higher taxes that tend to constrain the budget. And if you didn’t have a little extra fat at the end of the year, it starts to complicate things a bit.
In both cases, the beginning of the year symbolizes – for many – new life, new opportunity, something new!
If the past year was positive, new opportunities and new customers are wanted to continue having success with the business. Otherwise, you want to start over, try out other strategies and look for new paths.
There is no doubt that this New Year myth reflects common behaviour in society. This is even an opportunity to get new customers, why not use that behaviour and offer something new to people?
In the sales world of agro farms Islamabad there are some classic phrases in relation to salesperson performance, more specifically when it comes to motivation – some of them are very ineffective and creative.
“Sell more, you can do it!”
“Embrace the feeling of being a salesperson and get more customers!”.
“Pick up the phone and start calling!”
Although we don’t exactly agree with this approach here on the blog, we do understand that motivation is a key factor in the process, yes. However, the motivation has to come from the process, not the process from the motivation. We are convinced that there is something more.
We believe there needs to be a well-structured process for more complex cases, and this is the part most people tend to fail to see. Learning to monitor and control process variables – such as lead generation and approaching prospects with a suitable profile, for example – will serve as ammunition for the final step in the chain: closing the sale.
Therefore, when you add the efforts of a well-designed process to a motivated and qualified salesperson, the chance of closing the account is considerably greater.
Constantly here on the blog, we talk about sales with a more consultative approach, demonstrating the most modern techniques and tools available on the market. In one of our last posts, we created a complete guide on SPIN Selling – one of the most used sales methodologies in the world.
I have separated a remarkable text that we wrote about project management and the sales process for you to take a look at. In it, we discuss a little about the stigma of feeling in the marketing and sales area and show some interesting ideas that deepen this discussion.
Results and goals are crucial to any activity you carry out in your business. So that you can manage your result, you must measure each step of the process, visualizing the successes and points of improvement.
This is basically the main message of the text I referenced to you above. Divide and plan actions better so that you can see the results of each stage of your business.
“Process and project management, when done efficiently, alongside the team and with transparency, manages Capital Smart City deliver results in the short term. So, drop your annual planning.”
Before we start talking about the theme of this text, I’ll share with you a new year message.
Whether you believe in “New Year’s Resolutions” or not, you can really see the beginning of a year as a new opportunity. Take advantage of this situation to renew yourself as a professional and person. Think about how you can be better and go in search of the necessary knowledge to do so.
Michael Jordan always used the start of seasons to work on some factor in his game that he believed he could improve on. For me, there is no better example than MJ, a guy who combined natural talent with an excessive search for personal improvement. No wonder he is the best basketball player in history.
Want to become a sales expert? Take a look at this Agedor article on the subject!
Among the various challenges faced by the sales professional, I believe that most of them are linked to a macro factor: planning.
The challenge of organizing time, money and effort in the main actions that you will develop throughout the year is of great value so that you can achieve the expected results.
“Promote the culture of making decisions based on facts and data. Encourage the practice of analysis and synthesis as a key element of planning and fundamental to the learning process. Demand the presentation of analyzes at your meetings.” – Professor Falconi
So, let’s now review three aspects in terms of planning that are real challenges for the seller!
Reviewing the strategy – Where will you act
One of the main pillars of sales – if not the main one – is the concept of the buyer persona. This is your ideal customer. It is vital for a business to have a well-defined market niche and customers so that it is possible to act with greater assertiveness and efficiency.
This item not only directs your efforts to meet the needs of a specific audience, but it also promotes more focus to achieve better results.
“Buyer personas are semi-fictional profiles that represent your ideal buyer” – Rock Content has a great article explaining this concept.
If you haven’t defined your buyer persona, all other steps in the process will be affected, causing you to increase expenses and lose time when devising a product that doesn’t have a clear consumer.
Remember that buyer persona is not simply a target market, it is even more specific in terms of eligibility. The term target market is usually broader, but it’s the initial step in defining your buyer persona.
This is one of the first steps you should take to start the year off right. Defining where you will act and what approach you should give are essential for you to define your acting strategy.
With the first challenge passed – where are you going to work – we can move on to our next hurdle.
Reviewing the strategy – How will you prospect
In an annual Forbes survey on the year’s main challenges for inside sales, the magazine reported that the challenge chosen as number one among the 200 companies surveyed was: Number of leads.
Leads are the main factor they believe to be the limiting factor for productivity, especially when it comes to the inside sales model.
Well, if finding good leads is the main issue for companies interviewed by Forbes, I believe this is relevant for you too!
For you to go through this challenge one more time I recommend: plan yourself.
How was your sales funnel at the end of what happened? We know that the end of the year is usually of low conversion in relation to sales. Therefore, the first step is to analyze which of these leads can be used for a new sales attempt. After all, how many of these leads told you to look for them in January, didn’t they?
The lead generation strategy has inputs from your inbound and outbound processes. Therefore, you must analyze how these results were last year, review your lead prospecting strategy and understand which positive points should remain and which points of improvement should be applied.
How are your inbound and outbound processes running? Our team of consultants can help you!
We conclude this section of the challenge by emphasizing the importance of having good leads in good quantities. Therefore, planning for prospecting leads, formed by inbound processes – with top content, medium and qualified funnel base, well-done social media management and a landing page that effectively generates leads – aligned with the outbound process running with the team segmented into hunters and closers, it will make the difference for your sales year.
Reviewing the strategy – Market seasonality
It is very common for some types of businesses to have a certain market seasonality. Sometimes your product/service meets the specific needs of people at certain times of the year.
Seasonality suddenly hits your business in different proportions throughout the year. You sell more at Christmas, for example.
There is no magic to increase your revenue in periods when demand for your product is low. And once again, the way to get around this obstacle is planning.
Keep in mind that seasonality can give you more time to plan and adjust to the sales season. However, it also charges you more efficiency when you are in the active period.
So, keep in mind that to get around seasonality you must have:
- Well-prepared employees – When the decisive moment comes, you can’t waste time training or hiring.
- Be careful with money – Cash flow is more complex for this type of business, be careful with the relationship between expenses and income.
- Look beyond the seasonal period – Work through the routine, look ahead to get to the season prepared and not too busy trying to rearrange everything again. Review seasonal demands and look for ways to streamline your business operations.
Don’t rest! Focus on planning and executing internal actions in the off-season!
Despite having given these tips to help you overcome the challenges, there are still boulders in the path that are difficult to remove.
Carnival is one of them, for example. How many times have we heard that the year in our country only starts after Carnival?
Well, for better or worse, this cultural burden – a burden in the sense of productivity – is something to be taken into account in your planning.
Unfortunately, there are no magic and instant solutions to the aforementioned challenges. You may have realized that planning is the key factor that can get you over the hurdles and have a Christmas filled with presents – or a hell of a New Year’s Eve party, if you prefer.
But remember, planning must come hand in hand! Planning, inspiration and perspiration is
The beginning of the year is usually a mix of feelings, at least in my opinion. A year has just ended, usually with parties and celebrations. If you had a good year in sales, this good performance ends up being reflected in the end-of-year parties, right? A Christmas filled with presents and a beautiful New Year’s Eve…