Team Alpha 375

The ONE Thing You Must Do To Achieve Your Sales Goals in 2011!

Would you be interested in a strategy that will guarantee you achieve your sales goals? If so, then keep reading.

It's a new year. And you're excited about the possibilities for earning more money. You've created a sales plan to grow your revenue by 15%. That's a great start. But do you have a Value Creation Plan to grow the value you create for clients and prospects by 15%? If not, your clients and prospects want to know why not.

A sales plan is seller-centric -- it focuses on what you plan to get from clients and prospects. A value creation plan is client-centric -- it focuses you on what you plan to give clients/prospects. Which type of plan do you think is more powerful?

Let's face it. Customers don't want more sales calls. They do want more value-creation calls. Focus less on making more sales -- and more on creating more value. The market has changed. Has your mindset and skill set changed?

Here are three questions that will help you build your Value Creation Plan and achieve your sales goals in 2011:

1. How can I drive 15% more value for my clients and prospects this year? Creating value is about being helpful. The more helpful you are, the more value you create. And the more value you create, the more business you'll get. Focus on the top three actions you must take in the next 30 days to drive more value. Identify the new actions you can take to create more value. Why? Because you can't get more business unless you create more value!

2. How can my team drive 15% more value for clients and prospects this year? Creating value starts internally, then manifests externally. It starts with effective teamwork. Then, it manifests itself in effective customer service. It's time you started thinking about others in your organization -- your internal clients. Drive value for them. Teamwork is the new competitive advantage.

3. How can my organization drive 15% more value for clients and prospects this year? Too often when I deliver sales seminars, the focus is solely on the seller and the sales manager. The focus is on what they can do better and try harder. But your company's culture must be in alignment with creating client value as well. Creating client value must become part of your organizational culture.

I challenge you to really think about these questions. Brainstorm on paper. Identify specific actions that you, your team, and your organization can take to improve the value you provide. Write down your answers and then place them in front of you until they are achieved.