Psalm 118:24

This is the day that the LORD has made; let us rejoice and be glad in it.

Christian Based Selling

If our mental state is tied to our professional circumstances then our outlook is subject to the tribulations we experience in the world.  In sales, each quota year is a wild ride of highs and lows as we strive toward our revenue target. If we allow our frame of mind to get caught up in the drama of our work performance, then our outlook is tied to the current direction of our forecast.  

It is the nature of sales that there will be disappointments.  It is accepted among sales professionals that more than half our pipeline won't result in a win for one reason or another.  Despite our awareness that rejection is part of the job it can be defeating in a dry spell.  If we allow troubling circumstances to dictate our mental outlook then we put ourselves in a negative frame of mind which creates a bigger problem.  

As professional sales people, the optimism or lackthereof with which we approach each day will directly impact the outcomes we drive.  When we build our identity on our faith in Jesus Christ then we experience a peace and hope that is unshakeable as it comes from the Lord.  When we are thankful for the opportunity of a new day of the Lord then we go about our life with a joy and passion that will be infectious to our colleagues, prospective clients as well as friends and family.

How do you manage your mental outlook?  Have you been overcome by professional circumstances?    

​1 Corinthians 16:14
Let all that you do be done in love

Christian Based Selling
Sales is not for the weak of heart.  There is no other occupation that will test your internal fortitude as much as sales.  If you don't love the work, you should consider transitioning to a different role.  Perhaps you stumbled into sales as your profession and don't feel that you have other viable career options.   If this is the case I suggest you figure out how to fall in love with sales.  Why?  Because if you don't love sales you will lack the endless drive and passion it takes to succeed.
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I love sales because I find it fascinating meeting with executives of large companies and learning about the challenges they face in achieving their strategic goals.  I love working with colleagues to help clients solve their critical business problems.  I love the challenge of introducing myself and my company to a prospective client who may have never heard of me or the firm.  I love that everyday is different.  I love meeting new people and trying to help them anyway I can.  

Do you love sales?  Why do you love it?   If not, how can you fall in love with sales?   

​Luke 14:28

For which of you, desiring to build a tower, does not first sit down and count the cost, whether he has enough to complete it?

Christian Based Selling

As sales professionals much of our anxiety is rooted in the concern that we are not spending our time on the right things.  The Word instructs us to be diligent in our planning to  ensure we have the capital to accomplish our goal.   The capital we must manage for our success is time.  Time is our most precious resource and we need to invest it wisely.   

In my opinion, there are six sales functions that require ongoing planning and time management:

•  Territory Management
   - how do you allocate time across accounts
     and networking  
•  Network Development
   - development of new and existing business
      contact relationships
•  Network Opportunity Development 
   - Leveraging your network to identify new
     opportunities within or outside your target  
     accounts
•  Target Account Opportunity Development
   - building cross-functional contacts and
     account intelligence to drive new
     opportunities ​
•   Pipeline Management
   - working opportunities though or out of the
      sales funnel
•  Closing
   - manage proposal development,
      preparation of pursuit team for the closing
      meeting, legal, procurement and contract
      negotiation  

I suggest categorizing your prospecting and pipeline management into three simple target sizes:

1. Small Accounts / Opportunities
    - 1 to 3 mo. sales cycle; 10 to 15 % of quota
2. Medium Accounts / Opportunities
    - 6 to 18 mo. sales cycle; 25 to 40 % of quota
3. Large Accounts / Opportunities 
    - 12 + mo sales cycle; 50% + of quota

Together with your management (and perhaps other leadership or colleagues in the company who can offer insight), analyze your territory or list of accounts and slot them into these three buckets.  The key to success is striking the right balance between risk and reward. I encourage you to develop a territory plan that prioritizes accounts based on the growth strategy of your organization and the merits of your solution.  We need to focus on the accounts and the opportunities in which we have the highest probability of success.         

As a general rule I am not a fan of chasing small deals unless there is an advantage such as a strong relationship with the buyer or a referral from a customer to the buyer.  A quick win will keep the cost of sales low and bring in revenue.   Otherwise, small one-and-done deals often require the same amount of time and have the same risk level as larger deals.  What is the best use of our time?       

Wow, there are a lot of demands on our time!  The dynamic nature of our work requires frequent evaluation of our priorities.  I advise taking time on friday afternoons to assess what changed during the week and make any necessary adjustments to your goals for the weeks and/or months ahead.  

How do you prioritize accounts in your territory?  Do you feel you are using your time effectively?  If not, how can you make improvements?       

Matthew 6:34
“Therefore do not be anxious about tomorrow, for tomorrow will be anxious for itself. Sufficient for the day is its own trouble"

Christian Based Selling
The word provides such practical guidance for our daily business life.  It is overwhelming to think about all we must accomplish in a year as sales professionals!   We also have quarterly, monthly and weekly goals and expectations to meet.   If we get caught up in being anxious about the challenges our job we may not bring our best effort to the day.

We need to focus our attention on the priorities and objectives of the day.  When we work our daily plan with passion, good things happen.