Massive Growth in 2024Jan 15, 2024
2024 is the year of growth. For some 2023 was good and for others it was awful. Either way... it's the year to do more and be more.
As I've spent the last several months in budget planning and now business planning of "How we are going to get there"... I hear all sorts of things.
Here is something I hear all the time that makes growth hard… “It works”
I know what you are thinking… “It works” is good. So many would rather have something that "works" than not. Trying to come up with something that will work can be hard. What's even harder... when it does currently "work" and being open to doing things differently for an even better outcome.
Here’s the difference…
When is "It works" good? When you can do MORE of the same thing and scale.
Your team is crushing their number and you have a repeatable process. (This is the GOOD kind of "It works"
When is "It works" bad? There isn’t room to do more and you are tapped out.
Some hit their numbers but many don't.
Inconsistent on hitting targets
It's not repeatable
There isn't enough time in the day to do MORE.
The problem Sales teams (and even individual AEs) run into is what they are doing is comfortable and they don’t want to give it up. Fear sets in of what if changes they make will ruin what they do have. Or it may just be the fact that you don't know what to do. You are doing what you know and open to do things differently but don't know what that entails.
Or don't want to look for anything different for fear of having to make a change.
Can it ruin what you do have… it’s possible.
What you have to decide… are you good with where you are and fine if you have maxed out?
If the answer is no… and you want more, then start experimenting with different things. Again you don’t have to drop everything. Test changes.
Where to start?
This completely depends on what is the challenge. Here are a couple of ideas to consider
Need more Top of Funnel…
Doing social selling?
Personalized emails? (Instead of mass emails)
Style of Messaging?
Improving Close Rate
Discovery focused on understanding buyers?
Nothing is shown in the demo without understanding how it will help them specifically.
Getting the right people involved? (multi-threading)
Asking questions to gauge their interest and where they are at.Proactively bringing up potential objections?
Understanding the impact on them if they keep doing exactly what they’ve always done
Increasing Annual Contract Value (ACV)
Understanding the value to them
Understanding how they calculate value (not your internal ROI calculator that always puts you in 1st place)
Don’t negotiate until you have everything on the table.
Regardless of your role… if you want to do more than you did last year, you have to figure out how to get there.
Sure mindset can play a role in this… thinking big is a good thing.
But thinking isn’t enough. It’s the ACTION you take combined with the positive attitude that will help you reach your goals.
Make this the year of ACTION in all the right ways.
PS... My suggestion is even when you think what you have is "working" always be looking for ways to improve. One thing I've learned over the last 10 years of leading sales teams is things are always shifting. Being open to ideas is the way to help you stay sharp and win year after year!
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