Here in the Detroit area and across Michigan, we are the Motor Capital! The Motor City and much of the state are known for quality products, parts and service, especially within the automobile industry. As we all know, nothing happens until something is sold, regardless of product. Service and parts are a direct derivative of sales. And sales drive the Michigan economy in a wide array of industries.
Salespeople are critical in this equation. It is paramount that each professional improves every day, not only for industry sales, but for the betterment of individual careers. In this high tech age of apps and social media, writing down the ups and downs of each sale is still a classic way to improve both sales and closing ratio.
Simply writing down the good, the bad and the ugly of each and every customer interaction, over a minimum of 90 days, trends will soon be very clear. Good things will pop up and bad things will pop up. Eliminating the bad, and focusing on the good makes for increased sales and more positive customer relations.
In the spirit of How to Win Friends and Influencing People, written documentation is a very powerful process improvement tool.
Here are the six advantages of a “sales performance journal”:
- It focuses on strengths and weaknesses
- It promotes honest commentary
- It creates the motivation to improve
- It releases stress and promotes physical and mental health
- It records actions that help create success
- It creates an opportunity to share the improvements with others
Success always comes from a degree of personal and professional awareness. As they say, doing the same thing day in and day out is a formula for disaster. Good sales people can indeed improve the economy. People will always be willing to buy, if they trust and understand the salesperson. Communication is everything!
This post is brought to you by the good folks at Dale Carnegie Training of Michigan, providers of professional development and management development courses and information in Michigan. We would love to connect with you on Facebook and Twitter @MICarnegie.
Photo: Stuart Miles, freedigitalphotos.net