Tis Summertime!

The good news?  I had an ‘Aha!’ moment while reviewing the NY Times Summer Reading Bucket list.  The bad news?  I’m going to burden you with my inspiration!

The Times’ Bucket List suggested reading a book in a genre you don’t typically consider, diving into a new author, try a book recommended by your local librarian or – my favorite – rereading a book you first loved since originally reading it as a child.  All good notions, plus, a half-dozen or so more.

What follows is a Sales and Leadership Bucket List for your consideration.  Let me extend my apologies in advance if it seems I’m talking directly to you.  Since I’ve been working for (and representing) some of the best, definitely a few, shall we say, very colorful characters, and perhaps not so good operators for decades, it should come as no surprise that I’ve learned and developed a few “boxes” to check.  Do three or more of the following this summer, and it will serve you well; I triple-dog-dare you!

• Conduct a contest rewarding the salesperson who sells the most long-term contracts.  Nothing shorter than 26-weeks!
• In a similar vein, recognize those who maintain the highest retention rates.  Perhaps with special acknowledgement for anyone who achieves 100%?!
• At the end of every day (While driving home?  During Happy Hour while relaxing on your patio?), CALL a customer and thank them for their business.  Don’t try and sell anything!  Don’t talk about any upcoming product or service; just say, “Thank You!”
• What can you STOP DOING now?  What SKU is no longer selling well?   Is there a special section that should be consigned to the dustbin?  Get rid of them, now.  I promise you can find more than one, yet ONE is all you should eliminate today.  Do this all over again in a few months!
• Experiment with AI.  Use AI.  Figure it out.  It’s real.
• Ask members of your team, “What one thing can I do/change/fix/eliminate that would allow you to succeed more?”
• When they are answering, listen more; talk less!  (I mean really listen.  Don’t hear with your mind made up; LISTEN!)
• Everyone has a sales executive who does a barely “OK” job yet is a royal painintheass.  Have a career counseling day with her and help him find a role elsewhere.  Perhaps even retirement?  The rewards will be boundless.
• Demand, require, insist, cajole, beg, plead or do whatever it takes to establish a systematic and regular prospecting routine.  My favorite remains doing “3 X 9’s”.   Reaching out to three prospects by 9 AM daily.  Very easy to maintain, track and follow up on.  (Thanks, Jim!)
• Measure your business penetration!  (Broken record here!)  React/reply if you want to know more.  I’m beyond 100% confident that if any medium can say “…they are working with more businesses today than yesterday,” and can say that year-in and year-out, they’ll be fine!
• Create “guarantees” that give prospects the confidence to buy.  (Such guarantees will be on the service (s) you can provide!)
• Related – what problem do you solve?  Whether you are selling media or credit card savings, focus efforts on the types of businesses who typically have the problem you “fix”!
• I love this quote from Deepa Purushothaman – “If you look at the people in your circle and you are not inspired … you don’t have a circle; you have a cage!”  ‘Nuff Said!
• If you try three (more?) and find they are completely worthless, maybe take solace in a bottle from SixMileBridge?  If it comes to that, send me the bill; I promise I’m good for it!

Thanks for reading ~ Here’s to a world-class enjoyable and safe Summer!