It’s the new year, and for many that means focusing on resolutions. Sellers can boost their chance of nailing their revenue goals by choosing smart, actionable resolutions that will resonate with today's buyers.
Don’t panic if you still haven't settled on your targets for this year. “A new year is like a blank canvas,” writes J.C. McKissen for LinkedIn. “Sellers can turn that canvas into a brand new work of art by taking a look back to see what worked and what didn’t and incorporating that knowledge into their plan for success in 2023.”
McKissen shares resolutions from the industry’s top professionals; consider how these resolutions align with your own business. Hopefully, they can add some inspiration to your own strategy for the upcoming year.
3 resolutions for achieving revenue goals
One of the resolutions that sellers are adopting this year is knowing their numbers. The most successful reps are kicking off the year by committing to staying on top of their own data. And it makes sense. How can you forecast, plan, target, or even achieve if you aren't even sure of important stats like the average length of your sales cycle?
“When you know your data, you can optimize your performance over the year,” said Jake Dunlap, CEO of Skaled Consulting and LinkedIn Sales [In]sider. “Without knowing your numbers, it is tough to really know where to get better.”
Set aside time to look over and gather your stats from the previous year. Then, make time throughout this year to regularly compare, review and adjust as needed.
Don’t think that your revenue goals will be within reach if you don’t focus on the customer this year. Sure, it’s easy to think you are customer-centric, but many sellers still put themselves first. As Robert Knop, CEO of Assist You Today and LinkedIn Sales [In]sider, notes, “It’s so easy to just jump into a pitch when you start talking with someone. I’ve been selling for years, and I still fall into this trap from time to time.”
Be mindful in every interaction with a customer. Strive to act with empathy, and if you aren’t sure how to do this, check out our past pro tips on empathy in sales. Instead of steamrolling conversations, take a moment to pause and invite the client to speak. And be sure to listen to what they say. Practice and demonstrate active listening (here’s how!), which shows the customer that they are valued. These little practices can lead to big results: Increased trust, boosted credibility and stronger relationships (which, in turn, supports revenue goals).
It’s been a tough couple of years, and there’s no guarantee the road ahead will be free of challenges. Sellers need to embody the hope and optimism that customers want but may not be able to generate on their own. “Helping clients communicate their feelings about success — as opposed to their feelings about tough times — will shift the way the [client] views you and your solution,” says Cherilynn Castleman, managing partner of CGI Executive Coaching and LinkedIn Sales [In]sider.
Use storytelling to paint a personalized picture of what the future can be both for you and the client. Map their journey so they are prepared for what may be ahead and clear on how they can overcome any challenges. Nurturing optimism in both you and your clients will get everyone closer to their revenue goals.
For success in this new year, be thoughtful about the sales resolutions that you adopt. Take inspiration from these suggestions and see if you can incorporate all, or some aspects, into your own strategy for the next 12 months. And don’t forget to be patient and give yourself grace. As SalesFuel’s Tim Londergan writes, “Whatever your new year’s sales resolutions happen to be, you must set small progress markers to aid your journey. Partitions of time, revenue, knowledge, influence, or other measurements can inform your progress. Be patient with yourself and celebrate the smallest of victories. Remember, this is not a race; it is a process.”
Photo by Tim Mossholder