BILL LEE: Salespeople – Get Serious About Your Business

By / March 13, 2015

Follow these tips to develop a marketing plan to grow your numbers.

By Bill Lee

Most of the salespeople I know entered the 21st century with more business than they could service. Life was good. Then 2008 rolled around and whatever salespeople had put away for a rainy day was quickly used for survival. How rapidly business conditions can change!

Now that business has returned to a level that allows salespeople to have a fighting chance of earning a decent living, I believe it’s time for professional salespeople to prepare a written marketing plan that allows them to take optimal advantage of the improved housing economy. Like Hank Haney says on his Golf Channel advertisement, “…golf pros have a Blueprint that enables them to avoid their ‘big miss.’”

But when I make this suggestion to salespeople, I get a lot of pushback.

Common reasons behind a delayed marketing plan

  • • “You make a good point, but I haven’t had time to do a lot of planning. I am in the process of giving it [a strategy] some thought, though.”
  • • “I’m too busy to spend much time developing a strategy. After putting in a 60-hour week, all I feel like doing is kicking back and resting up for the next week.”
  • • “I’m not sure we’ll ever see a business environment that we had prior to 2008, so I guess you’d have to say that I’m still a little bit discouraged.”

While there’s really nothing particularly earthshaking about the year 2015, entering a new year is a great excuse for salespeople to take time to look down the road a few years. But before spending too much time developing a strategy for the next ten years, it’s a good idea to take a critical look at what has happened to your business over the past 10 years.

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Bill Lee

Bill Lee works with owners and managers who are looking for ways to put more money on the bottom line. For more information, you can contact Bill at 864.303.8366 or email him at [email protected]