Business professionals love winning the big deal! It reinforces their individual branding as superior performers. Such exploits fuel the storytelling that drives their growing reputations and results in even more successful business. Revenue growth confirms individual progress toward a future of more impressive wins. The resulting narrative then leads to greater opportunities. Subsequently, emerging reputations and ongoing communication within marketplaces require repeated excellence. Once the thrill of victory is over, rainmakers resume the lonely work of igniting progress for the next opportunity. This relationship is not linear. As one deal concludes, the next one is already in progress. The grind continues.
Success in this dynamic environment is process-driven. Success demands sustained focus. To maximize success, these overachieving professionals learn and execute at a deeper level in specific niches. The more that established practices can be replicated, the quicker new revenue can be recognized. The continuous activity requires purpose and structure. Fortunately, it perpetuates patterns of success and rewards.
Meanwhile, complex markets feature constantly changing innovations, regulations, competitors, and customers. Still, certain fundamentals remain consistent. Even in the face of new applications for given goods and services, old applications do not typically vanish overnight. In fact, the most effective sales professionals develop personally strong rapport with incumbent customers who often share potential competitors and under-development intelligence. Conflicts of interests ethically must be honored. However, new opportunities through superior intelligence gathering provide legitimate competitive advantages.
Another essential success characteristic for growing revenue involves recording progress of all sales processes. Besides utilizing sales funnel applications to monitor potential sales opportunities and process discipline, incorporate competitors’ opportunities and intelligence to identify growth possibilities. By documenting these strategic insights, great sales professionals flex their ability to detect trends and innovations as new users begin exploring them. To remain ahead of the curve, routine progress checks of possibilities and intelligence must be part of the sales process.
Furthermore, monitoring metrics regarding sales cycles, product availability, and communication patterns with all prospects is an essential success tactic. The more available data that a sales professional accesses, the easier it is to identify discrepancies in projected sales cycle. While any two transactions may not be identical, especially regarding commercial sales, trends still emerge through meaningful data resulting from sufficiently full pipelines. Embrace superior efforts to deliver superior results. Likewise, superior data analysis feeds superior efforts. The equation is clear. Better data analysis leads to better execution and consequently better results!
Regardless of the thrill of victory, continue performing the daily work. Respect the process. Enjoy the small wins. Celebrate the big wins. Every conquest leads to new territory to claim. Accept that after every huge feast, hunger returns again. Successful processes will keep feeding that hunger for success. Furthermore, stay focused on areas of expertise that align with consistently articulated branding. Dominate specific niches. Serve the type of customers that willingly accept individualized, singular excellence. Likewise, allow future excellence to grow on the foundation of previous success. Simultaneously, repeat what works while innovating. If the desire is for successful business growth to continue, then the grind must go on!
By Glenn W Hunter
Managing Director of Hunter And Beyond, LLC