It's Not JUST Sales

More happens in the day of a seller than most people realize. Here is a list of just a few of the non-sales tasks that we are required to perform in a typical day:

• Update the pipeline
• Submit expense reports
• Review contracts, agreements and/or terms and conditions
• Attend meetings - lots and lots of meetings
• Document our phone calls and emails in our Customer Relationship Management (CRM) software
• Process orders
• Provide customer support
• Review and update shipping reports
• Understand new products and their specifications
• Submit special pricing requests
• Create proposals and PowerPoint presentations

And the list goes on . . .

At some point in the day we are also expected to prospect, meet with potential customers, manage our existing accounts, and close new business.

Out of all of these activities, which one is most important?

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Pardon the interruption, but I wanted you to know that my new book, Common Sense Sales, is now available at Amazon.com.  You can click HERE to find it.  There is more information on the right hand side of the screen regarding it and my first book, Click “Send” and Sell.  Be sure to check them out.

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Yes, closing new business is your most important activity. Obviously, a lot can be overlooked if you make or exceed your quota. But I’ve seen very good reps get in trouble - and bad trouble - for falling short in the “Other Duties Assigned” category that is made up of the tasks above.

It’s one thing to be a relationship guy/gal and get customers to buy your products and services. But you need to have the whole package - it’s what is expected of you as a professional. Even if you are making your numbers, it will begin to wear people down if you are constantly late with reports or your contract review is shoddy.  Somewhere your incomplete and inaccurate expense reports are being reported to someone important.  That someone could make your life very difficult!

Sales is all about the numbers - or is it? The obvious indication of your success is your ability to hit your goals. But you need to be good at everything. Don’t let stellar sales results keep you from executing your job as a professional. Your boss and her colleagues can overlook a few minor lapses from you - but major lapses that become an organization’s nightmare won’t be overlooked for long. You may find yourself a top producing rep that’s in big trouble. You don’t need the distraction.

Stay focused on the numbers, but take care of your business.  It’s the professional thing to do.