At the Halfway Point

Independence Day has recently passed and just around the corner it is time to turn attention to the baseball All Star Game and then the opening of professional football summers camp. Three events that implicitly signify the halfway point of the year. Yes summer is heating up, how about you?

For selling professionals and entrepreneurs alike now is the time for an intense focus for year-end. As the halfway point reaches its climax the time is now to ask questions such as:
• How are sales quotas related to the annual team plan?
• Am I meeting my sales quotas?
• What activities must I/we is involved to rekindle our efforts?

If quotas are off and there is a need to reengage selling efforts now is the time to become immersed in tactical efforts that increase revenues.

1. Regain customer attention. One of the issues that create more success is remaining close to customers. Even during recessionary times those that remain closer to clients are always more profitable than those that do not. Get closer to clients by calling' writing and visiting. Those that remain top of mind provide differentiation and value.
2. Self Mastery. During the summer month’s activities slow with many on vacation and business travel. Now is the time to read a book or periodical related to your customer or industry, Get familiar with issues that enable you to position your firm and its services to aid your clients competitive position.
3. Budget Bullion. Summer denotes the rote exercise for many large organizations to begin budgets for the next fiscal year. Now is the time to be meeting with those that control budgets to understand how to position your services for what remains at year-end or what is available for next year. Either way one must ask to receive.
4. Increase Marketing. The only manner to increase value and customer differentiation is through marketing, With over 8000 messages seen by consumers daily, now is the time to increase value amongst the cacophony of noise.
5. Know thy Buyer. Too many sellers spend too much time with gatekeepers. Stop spending time with subordinates and only with those that can willingly make a decision, the shortest path to success is with a true economic buyer.
6. Seek Counsel. Think you have all the answers but are still conce
ed about progress? Determine areas you need assistance and seek guidance from experts that can help you. Invest in those things that lessen labor and increase revenues.
7. Find the Gold. The best method of growing your business is through those that admire and trust you. Consumers who love your service orientation become your marketing avatars. Actively seek out referrals to continually grow your base without the intense labor and following the folly of others that waste time cold calling.

Think of a mid year evaluation as the seventh inning stretch or halftime at a football game. Your time now is review where you are and where you want to want to go. If you truly want to heat up the remainder of your year or simply keep the fires burning it is time to review your position and make the needed adjustments for success.

2010. Drew Stevens PhD. All rights reserved.