This is an on-going series designed to distill down the best sales tips and data-driven stories from around the web into a digestible little data shot. Cheers!
Meet your new decision-makers with power: People born between 1981 to1996 will be the majority of the workforce by 2025. This ambitious and driven group simply doesn’t see any boundaries when it comes to moving into management roles — in fact, almost 30% of them have already climbed to management positions. And they have SERIOUS spending power — they are expected to outspend Baby Boomers annually within five years, and their spending will climb to $200 billion by 2017. These are your customers: Now what?
Research shows that when performance-based goals are your primary drivers – and it‘s clear you‘re falling behind – the natural reaction is to protect your ego. That‘s human. We all do it. After all, your self-worth is tied up in achieving these goals. But blaming the price, stupid customers, bad marketing or lousy products/services doesn‘t change anything, nor does failing to look at your own complicity in these results.
There are countless lists of what the most successful salespeople actually do. It’s time for a list of what they don’t do. Let’s call it The Un-checklist—the list you review when no one is looking over your shoulder (so you can be entirely honest) and where you hope that your honesty doesn’t force you to check off any of the items. Get out your pen, ink or virtual. I hope you won’t need to use it. Here are ten things best salespeople never do…