A. SALES PREPARATION

1. GROOMING

While doing 𝐒𝐚𝐥𝐞𝐬 𝐏𝐫𝐞𝐩𝐚𝐫𝐚𝐭𝐢𝐨𝐧 for “𝐒𝐞𝐥𝐥𝐢𝐧𝐠 𝐟𝐫𝐨𝐦 𝐊𝐢𝐨𝐬𝐤”, 𝐆𝐫𝐨𝐨𝐦𝐢𝐧𝐠 becomes the first and foremost important activity to follow.

Since you need to target passers-by who are mostly unknown to you, your well-groomed appearance will help you attract them. Good grooming makes you look professional and likable to talk to.

It’s human nature to feel good and comfortable to talk to people who have a clean and tidy appearance. Grooming will help you achieve that.

These are some of the key grooming tips:

𝟏. 𝐂𝐥𝐞𝐚𝐧 𝐚𝐧𝐝 𝐰𝐞𝐥𝐥-𝐢𝐫𝐨𝐧𝐞𝐝 𝐮𝐧𝐢𝐟𝐨𝐫𝐦

𝟐. 𝐍𝐚𝐦𝐞 𝐭𝐚𝐠

𝟑. 𝐌𝐚𝐤𝐞-𝐮𝐩, 𝐢𝐟 𝐫𝐞𝐪𝐮𝐢𝐫𝐞𝐝

𝟒. 𝐖𝐞𝐥𝐥-𝐭𝐫𝐢𝐦𝐦𝐞𝐝 𝐡𝐚𝐢𝐫, 𝐧𝐚𝐢𝐥𝐬, 𝐦𝐮𝐬𝐭𝐚𝐜𝐡𝐞, 𝐚𝐧𝐝 𝐛𝐞𝐚𝐫𝐝

2. SAFETY AND SECURITY

Next step in 𝐒𝐚𝐥𝐞𝐬 𝐏𝐫𝐞𝐩𝐚𝐫𝐚𝐭𝐢𝐨𝐧 for “𝐒𝐞𝐥𝐥𝐢𝐧𝐠 𝐟𝐫𝐨𝐦 𝐊𝐢𝐨𝐬𝐤” is 𝐒𝐚𝐟𝐞𝐭𝐲 𝐚𝐧𝐝 𝐒𝐞𝐜𝐮𝐫𝐢𝐭𝐲.

For ease of understanding and practicing, we have divided 𝐒𝐚𝐟𝐞𝐭𝐲 𝐚𝐧𝐝 𝐒𝐞𝐜𝐮𝐫𝐢𝐭𝐲 into 𝟑𝐏𝐬:

𝟏. 𝐏𝟏: 𝐏𝐞𝐫𝐬𝐨𝐧𝐚𝐥

𝟐. 𝐏𝟐: 𝐏𝐫𝐨𝐝𝐮𝐜𝐭

𝟑. 𝐏𝟑: 𝐏𝐞𝐫𝐜𝐞𝐩𝐭𝐢𝐨𝐧

Now, let’s discuss them one by one.

𝟏. 𝐏𝐞𝐫𝐬𝐨𝐧𝐚𝐥: It is important to maintain personal safety. Here are the key activities to ensure good personal safety:

a. Maintain personal hygiene b. Wear a mask and gloves (keep spare for customers)

c. Maintain good health through meditation, exercise, yoga, healthy food, etc.

𝟐. 𝐏𝐫𝐨𝐝𝐮𝐜𝐭: Next is product safety and security. Here are the key activities to ensure good product safety and security:

a. Regularly sanitize everything that comes in contact with customers like counters, mirrors, trays, pens, etc.

b. Quarantine items that you suspect of infection by the customers.

c. Ensure CCTV cameras, kiosk alarm, display locks and other security systems are in working condition.

d. Ensure computer passwords are secured and not easy to spy.

𝟑. 𝐏𝐞𝐫𝐜𝐞𝐩𝐭𝐢𝐨𝐧: Specially now (during and post COVID-19), it is important to win customer confidence about maintaining safety and security. Here are the key activities to follow:

a. Not just maintain safety but also make your customers aware by explaining it to them verbally and through digital signage. Display and follow safety guidelines.

b. Play a video following safety standards and share it with your regular customers.

Now you are prepared to start “𝐒𝐞𝐥𝐥𝐢𝐧𝐠 𝐟𝐫𝐨𝐦 𝐊𝐢𝐨𝐬𝐤”. All the best!

B. SALES OPERATIONS

1. MULTI-TASKING

After 𝐒𝐚𝐥𝐞𝐬 𝐏𝐫𝐞𝐩𝐚𝐫𝐚𝐭𝐢𝐨𝐧 in “𝐒𝐞𝐥𝐥𝐢𝐧𝐠 𝐟𝐫𝐨𝐦 𝐊𝐢𝐨𝐬𝐤” comes 𝐒𝐚𝐥𝐞𝐬 𝐎𝐩𝐞𝐫𝐚𝐭𝐢𝐨𝐧𝐬.

In 𝐒𝐚𝐥𝐞𝐬 𝐎𝐩𝐞𝐫𝐚𝐭𝐢𝐨𝐧𝐬, salespeople need to be skilled in 𝐌𝐮𝐥𝐭𝐢-𝐓𝐚𝐬𝐤𝐢𝐧𝐠.

So, 𝐖𝐡𝐚𝐭 𝐢𝐬 𝐌𝐮𝐥𝐭𝐢-𝐓𝐚𝐬𝐤𝐢𝐧𝐠?

𝐓𝐡𝐞 𝐜𝐚𝐩𝐚𝐜𝐢𝐭𝐲 𝐨𝐟 𝐚 𝐩𝐞𝐫𝐬𝐨𝐧 𝐭𝐨 𝐝𝐨 𝐦𝐨𝐫𝐞 𝐭𝐡𝐚𝐧 𝐨𝐧𝐞 𝐭𝐚𝐬𝐤 𝐚𝐭 𝐭𝐡𝐞 𝐬𝐚𝐦𝐞 𝐭𝐢𝐦𝐞 𝐢𝐬 𝐜𝐚𝐥𝐥𝐞𝐝 𝐌𝐮𝐥𝐭𝐢-𝐓𝐚𝐬𝐤𝐢𝐧𝐠.

These are the key tasks in Multi-Tasking:

𝟏. 𝐃𝐫𝐚𝐰𝐢𝐧𝐠 𝐂𝐮𝐬𝐭𝐨𝐦𝐞𝐫𝐬

𝟐. 𝐏𝐫𝐨𝐝𝐮𝐜𝐭 𝐏𝐫𝐞𝐬𝐞𝐧𝐭𝐚𝐭𝐢𝐨𝐧

𝟑. 𝐂𝐫𝐨𝐬𝐬-𝐬𝐞𝐥𝐥𝐢𝐧𝐠

𝟒. 𝐔𝐩-𝐬𝐞𝐥𝐥𝐢𝐧𝐠

𝟓. 𝐃𝐨𝐰𝐧-𝐬𝐞𝐥𝐥𝐢𝐧𝐠

𝟔. 𝐍𝐞𝐠𝐨𝐭𝐢𝐚𝐭𝐢𝐨𝐧

𝟕. 𝐂𝐥𝐨𝐬𝐢𝐧𝐠 𝐒𝐚𝐥𝐞𝐬

𝟖. 𝐁𝐢𝐥𝐥𝐢𝐧𝐠

𝟗. 𝐏𝐫𝐨𝐝𝐮𝐜𝐭 𝐏𝐚𝐜𝐤𝐚𝐠𝐢𝐧𝐠

𝟏𝟎. 𝐂𝐮𝐬𝐭𝐨𝐦𝐞𝐫 𝐅𝐞𝐞𝐝𝐛𝐚𝐜𝐤

𝟏𝟏. 𝐒𝐞𝐞 𝐨𝐟𝐟 – 𝐆𝐨𝐨𝐝𝐛𝐲𝐞

Now, as a 𝐒𝐚𝐥𝐞𝐬 𝐏𝐞𝐫𝐬𝐨𝐧 you might ask, 𝐖𝐡𝐲 𝐝𝐨 𝐈 𝐧𝐞𝐞𝐝 𝐭𝐨 𝐥𝐞𝐚𝐫𝐧 𝐌𝐮𝐥𝐭𝐢-𝐓𝐚𝐬𝐤𝐢𝐧𝐠?

Well, 𝐢𝐭 𝐢𝐬 𝐚 𝐰𝐢𝐧-𝐰𝐢𝐧 𝐟𝐨𝐫 𝐛𝐨𝐭𝐡 𝐞𝐦𝐩𝐥𝐨𝐲𝐞𝐫𝐬 𝐚𝐧𝐝 𝐞𝐦𝐩𝐥𝐨𝐲𝐞𝐞𝐬. Here is how:

𝐄𝐦𝐩𝐥𝐨𝐲𝐞𝐫𝐬: The same employee can fill in for other roles when needed.

𝐄𝐦𝐩𝐥𝐨𝐲𝐞𝐞𝐬: Better career prospects, transfer opportunities, and promotion opportunities.

2. PASSERSBY TO CUSTOMERS

While doing 𝐒𝐚𝐥𝐞𝐬 𝐎𝐩𝐞𝐫𝐚𝐭𝐢𝐨𝐧𝐬 in “𝐒𝐞𝐥𝐥𝐢𝐧𝐠 𝐟𝐫𝐨𝐦 𝐊𝐢𝐨𝐬𝐤”, ‘𝐂𝐨𝐧𝐯𝐞𝐫𝐭𝐢𝐧𝐠 𝐏𝐚𝐬𝐬𝐞𝐫𝐬𝐛𝐲 𝐭𝐨 𝐂𝐮𝐬𝐭𝐨𝐦𝐞𝐫𝐬’ is a must-have skill set for Sales People.

Since kiosk shops are mostly in busy and crowded public areas like malls, airports, community centers, bus stands, railway stations, tourist spots, and recreation spots, passersby are our ideal customers. We need to have the right skills to convert these passersby to customers.

Based on our product, we need to identify ideal passersby who are potential customers. For example, the ideal passersby for 𝐣𝐞𝐰𝐞𝐥𝐫𝐲, 𝐚𝐩𝐩𝐚𝐫𝐞𝐥𝐬, 𝐦𝐚𝐤𝐞-𝐮𝐩 𝐚𝐧𝐝 𝐚𝐜𝐜𝐞𝐬𝐬𝐨𝐫𝐢𝐞𝐬 𝐛𝐮𝐬𝐢𝐧𝐞𝐬𝐬 are:

𝐀. 𝐂𝐨𝐮𝐩𝐥𝐞𝐬

𝐁. 𝐆𝐫𝐨𝐮𝐩 𝐨𝐟 𝐆𝐢𝐫𝐥𝐬

𝐂. 𝐓𝐨𝐮𝐫𝐢𝐬𝐭𝐬

𝐃. 𝐏𝐚𝐫𝐞𝐧𝐭𝐬 𝐰𝐢𝐭𝐡 𝐘𝐨𝐮𝐧𝐠 𝐊𝐢𝐝𝐬

Now, we need to draw the attention of these passersby. Here is a step-by-step process of 𝐝𝐫𝐚𝐰𝐢𝐧𝐠 𝐭𝐡𝐞 𝐚𝐭𝐭𝐞𝐧𝐭𝐢𝐨𝐧 𝐨𝐟 𝐩𝐚𝐬𝐬𝐞𝐫𝐬𝐛𝐲:

𝟏. 𝐎𝐧𝐞 𝐩𝐞𝐫𝐬𝐨𝐧 𝐬𝐡𝐨𝐮𝐥𝐝 𝐛𝐞 𝐨𝐮𝐭𝐬𝐢𝐝𝐞 𝐨𝐟 𝐭𝐡𝐞 𝐤𝐢𝐨𝐬𝐤.

𝟐. 𝐌𝐚𝐤𝐞 𝐞𝐲𝐞 𝐜𝐨𝐧𝐭𝐚𝐜𝐭 𝐰𝐢𝐭𝐡 𝐩𝐚𝐬𝐬𝐞𝐫s𝐛𝐲

𝟑. 𝐒𝐦𝐢𝐥𝐞 𝐰𝐢𝐭𝐡 𝐲𝐨𝐮𝐫 𝐞𝐲𝐞𝐬 – 𝐒𝐦𝐢𝐳𝐞 (𝐞𝐬𝐩𝐞𝐜𝐢𝐚𝐥𝐥𝐲 𝐰𝐡𝐞𝐧 𝐲𝐨𝐮 𝐚𝐫𝐞

𝐰𝐞𝐚𝐫𝐢𝐧𝐠 𝐚 𝐦𝐚𝐬𝐤)

𝟒. 𝐖𝐢𝐬𝐡 𝐭𝐡𝐞𝐦 𝐚𝐬 𝐩𝐞𝐫 𝐭𝐢𝐦𝐞 𝐨𝐟 𝐭𝐡𝐞 𝐝𝐚𝐲

𝟓. 𝐀𝐬𝐤 𝐢𝐟 𝐲𝐨𝐮 𝐦𝐚𝐲 𝐭𝐚𝐤𝐞 𝐚 𝐦𝐢𝐧𝐮𝐭𝐞

𝟔. 𝐀𝐬𝐤 𝐢𝐟 𝐭𝐡𝐞𝐲 𝐤𝐧𝐨𝐰 𝐚𝐛𝐨𝐮𝐭 𝐲𝐨𝐮𝐫 𝐛𝐫𝐚𝐧𝐝 𝐚𝐧𝐝 𝐜𝐨𝐧𝐜𝐞𝐩𝐭.

𝟕. 𝐀𝐬𝐤 𝐭𝐡𝐞𝐦 𝐢𝐟 𝐲𝐨𝐮 𝐜𝐨𝐮𝐥𝐝 𝐞𝐱𝐩𝐥𝐚𝐢𝐧 𝐚𝐛𝐨𝐮𝐭 𝐚 𝐰𝐨𝐧𝐝𝐞𝐫𝐟𝐮𝐥 𝐲𝐞𝐭 𝐥𝐢𝐦𝐢𝐭𝐞𝐝 𝐭𝐢𝐦𝐞 𝐩𝐫𝐨𝐦𝐨𝐭𝐢𝐨𝐧 𝐠𝐨𝐢𝐧𝐠 𝐨𝐧 (𝐜𝐫𝐞𝐚𝐭𝐞 𝐨𝐩𝐩𝐨𝐫𝐭𝐮𝐧𝐢𝐭𝐲, 𝐬𝐜𝐚𝐫𝐜𝐢𝐭𝐲 𝐚𝐧𝐝 𝐮𝐫𝐠𝐞𝐧𝐜𝐲 𝐚𝐭 𝐭𝐡𝐞 𝐬𝐚𝐦𝐞 𝐭𝐢𝐦𝐞).

𝟖. 𝐀𝐬𝐤 𝐭𝐡𝐞𝐦 𝐢𝐟 𝐲𝐨𝐮 𝐜𝐨𝐮𝐥𝐝 𝐞𝐱𝐩𝐥𝐚𝐢𝐧 𝐭𝐡𝐞𝐦 𝐚𝐛𝐨𝐮𝐭 𝐭𝐡𝐞 𝐥𝐚𝐭𝐞𝐬𝐭 𝐚𝐫𝐫𝐢𝐯𝐚𝐥 𝐰𝐡𝐢𝐜𝐡 𝐚𝐫𝐞 𝐦𝐨𝐬𝐭 𝐭𝐫𝐞𝐧𝐝𝐲 𝐚𝐧𝐝 𝐟𝐚𝐬𝐭 𝐦𝐨𝐯𝐢𝐧𝐠.

When you follow this step-by-step process, most passersby will allow you to present your product.

3. NEGOTIATE AND CLOSE SALES

In “𝐒𝐞𝐥𝐥𝐢𝐧𝐠 𝐟𝐫𝐨𝐦 𝐊𝐢𝐨𝐬𝐤”, Once you have drawn the attention of passers-by and presented them your products, it’s the time they will start negotiating.

𝐇𝐨𝐰 𝐭𝐨 𝐧𝐞𝐠𝐨𝐭𝐢𝐚𝐭𝐞 𝐚𝐧𝐝 𝐜𝐥𝐨𝐬𝐞 𝐬𝐚𝐥𝐞𝐬?

Let’s first understand 𝐰𝐡𝐲 𝐜𝐮𝐬𝐭𝐨𝐦𝐞𝐫𝐬 𝐧𝐞𝐠𝐨𝐭𝐢𝐚𝐭𝐞?

These are 5 major reasons for customers to negotiate:

𝟏. 𝐏𝐞𝐫𝐜𝐞𝐢𝐯𝐞𝐝 𝐯𝐚𝐥𝐮𝐞 𝐨𝐟 𝐭𝐡𝐞 𝐩𝐫𝐨𝐝𝐮𝐜𝐭 𝐢𝐬 𝐥𝐨𝐰𝐞𝐫 𝐭𝐡𝐚𝐧 𝐭𝐡𝐞 𝐩𝐫𝐢𝐜𝐞

𝟐. 𝐋𝐢𝐦𝐢𝐭𝐞𝐝 𝐨𝐫 𝐟𝐢𝐱𝐞𝐝 𝐛𝐮𝐝𝐠𝐞𝐭 (𝐞𝐬𝐩𝐞𝐜𝐢𝐚𝐥𝐥𝐲 𝐟𝐨𝐫 𝐠𝐢𝐟𝐭𝐢𝐧𝐠 𝐩𝐮𝐫𝐩𝐨𝐬𝐞)

𝟑. 𝐂𝐮𝐬𝐭𝐨𝐦𝐞𝐫𝐬 𝐰𝐚𝐧𝐭 𝐭𝐨 𝐤𝐧𝐨𝐰 𝐢𝐟 𝐭𝐡𝐞𝐲 𝐚𝐫𝐞 ‘𝐥𝐞𝐚𝐯𝐢𝐧𝐠 𝐦𝐨𝐧𝐞𝐲 𝐨𝐧 𝐭𝐡𝐞 𝐭𝐚𝐛𝐥𝐞’

𝟒. 𝐂𝐮𝐬𝐭𝐨𝐦𝐞𝐫 𝐢𝐬 𝐧𝐨𝐭 𝐬𝐮𝐫𝐞 𝐚𝐛𝐨𝐮𝐭 𝐭𝐡𝐞 𝐪𝐮𝐚𝐥𝐢𝐭𝐲 𝐨𝐟 𝐭𝐡𝐞 𝐩𝐫𝐨𝐝𝐮𝐜𝐭

𝟓. 𝐂𝐮𝐬𝐭𝐨𝐦𝐞𝐫 𝐰𝐚𝐧𝐭𝐬 𝐭𝐨 𝐫𝐞𝐝𝐮𝐜𝐞 𝐨𝐧𝐞 𝐨𝐟 𝐭𝐡𝐞 𝐜𝐨𝐬𝐭 𝐞𝐥𝐞𝐦𝐞𝐧𝐭𝐬 𝐨𝐟 𝐭𝐨𝐭𝐚𝐥 𝐜𝐨𝐬𝐭 𝐥𝐢𝐤𝐞 𝐬𝐞𝐫𝐯𝐢𝐜𝐞 𝐜𝐡𝐚𝐫𝐠𝐞, 𝐦𝐚𝐤𝐢𝐧𝐠 𝐜𝐡𝐚𝐫𝐠𝐞, 𝐜𝐫𝐚𝐟𝐭𝐬𝐦𝐚𝐧𝐬𝐡𝐢𝐩 𝐜𝐡𝐚𝐫𝐠𝐞, 𝐞𝐭𝐜.

Let’s understand how to handle these reasons for negotiation and close sales:

𝟏. 𝐏𝐞𝐫𝐜𝐞𝐢𝐯𝐞𝐝 𝐯𝐚𝐥𝐮𝐞 𝐨𝐟 𝐭𝐡𝐞 𝐩𝐫𝐨𝐝𝐮𝐜𝐭 𝐢𝐬 𝐥𝐨𝐰𝐞𝐫 𝐭𝐡𝐚𝐧 𝐭𝐡𝐞 𝐩𝐫𝐢𝐜𝐞

𝐒𝐨𝐥𝐮𝐭𝐢𝐨𝐧: Surpass the perceived value of the product (not just match it). This can be done by presenting and explaining the quality, purity, rarity, craftsmanship cost, cost of ingredients, lengthy sourcing process and other USPs of the product.

𝟐. 𝐋𝐢𝐦𝐢𝐭𝐞𝐝 𝐨𝐫 𝐟𝐢𝐱𝐞𝐝 𝐛𝐮𝐝𝐠𝐞𝐭 (𝐞𝐬𝐩𝐞𝐜𝐢𝐚𝐥𝐥𝐲 𝐟𝐨𝐫 𝐠𝐢𝐟𝐭𝐢𝐧𝐠 𝐩𝐮𝐫𝐩𝐨𝐬𝐞)

𝐒𝐨𝐥𝐮𝐭𝐢𝐨𝐧: 𝐀. Offer to buy items on promotion

  𝐁. Offer to buy similar yet cheaper items

𝟑. 𝐂𝐮𝐬𝐭𝐨𝐦𝐞𝐫𝐬 𝐰𝐚𝐧𝐭 𝐭𝐨 𝐤𝐧𝐨𝐰 𝐢𝐟 𝐭𝐡𝐞𝐲 𝐚𝐫𝐞 ‘𝐥𝐞𝐚𝐯𝐢𝐧𝐠 𝐦𝐨𝐧𝐞𝐲 𝐨𝐧 𝐭𝐡𝐞 𝐭𝐚𝐛𝐥𝐞’

𝐒𝐨𝐥𝐮𝐭𝐢𝐨𝐧: Justify price by surpassing the perceived value of the product over price. Present specific USPs of the product.

𝟒. 𝐂𝐮𝐬𝐭𝐨𝐦𝐞𝐫 𝐢𝐬 𝐧𝐨𝐭 𝐬𝐮𝐫𝐞 𝐚𝐛𝐨𝐮𝐭 𝐭𝐡𝐞 𝐪𝐮𝐚𝐥𝐢𝐭𝐲 𝐨𝐟 𝐭𝐡𝐞 𝐩𝐫𝐨𝐝𝐮𝐜𝐭

𝐒𝐨𝐥𝐮𝐭𝐢𝐨𝐧: Prove the quality or purity of the product. Present return policy, buyback policy, guarantee, warranty and certification of the product.

𝟓. 𝐂𝐮𝐬𝐭𝐨𝐦𝐞𝐫 𝐰𝐚𝐧𝐭𝐬 𝐭𝐨 𝐫𝐞𝐝𝐮𝐜𝐞 𝐨𝐧𝐞 𝐨𝐟 𝐭𝐡𝐞 𝐜𝐨𝐬𝐭 𝐞𝐥𝐞𝐦𝐞𝐧𝐭𝐬 𝐨𝐟 𝐭𝐨𝐭𝐚𝐥 𝐜𝐨𝐬𝐭 𝐥𝐢𝐤𝐞 𝐬𝐞𝐫𝐯𝐢𝐜𝐞 𝐜𝐡𝐚𝐫𝐠𝐞, 𝐦𝐚𝐤𝐢𝐧𝐠 𝐜𝐡𝐚𝐫𝐠𝐞, 𝐜𝐫𝐚𝐟𝐭𝐬𝐦𝐚𝐧𝐬𝐡𝐢𝐩 𝐜𝐡𝐚𝐫𝐠𝐞, 𝐞𝐭𝐜.

𝐒𝐨𝐥𝐮𝐭𝐢𝐨𝐧: Present quality of craftsmanship, time taken to make it and rarity of design. Since some cost elements could be flexible, we have a scope of giving discounts to close sales.

Try these sales tips and let us know if you are facing any other difficulties in closing sales. We are here to help!

THANK YOU

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It’s typical to end up with forecasted numbers that miss the mark by a sizable margin. Sales managers often find themselves in a familiar situation: running around in a postmortem panic over why their numbers are off. But neglecting to actually get to the bottom of the bad forecast is another classic misstep, the result of which is being in the same forecasting predicament quarter over quarter.

The act of forecasting is an exercise in futility if you fail to identify the culprits behind bad numbers. We’ve spent a lot of time researching and thinking about the topic, and we’re passing our learnings on to you. Read on to find out the root causes of faulty forecasting so you can stop predicting sunshine when there will in fact be rain.

You’re Relying on Bad and Incomplete Data

Your CRM is more riddled with holes than a wool sweater in a moth infestation. Some of your data is missing, or it’s outdated, or it’s simply inaccurate. Holes such as these can lead to skewed forecasts. Remember, what you get out of your CRM depends on what you put into it. The more data points your team inputs into your CRM, the more solid the data will be as far as forecasting. The more data you’ve amassed, the more accurately you’ll be able to forecast.

Direct your team to engage in data input as a best practice. Make sure everyone’s diligent about documenting communication points and populating fields at the account and opportunity stages. This collective effort will draw a data-driven picture of why some deals are successful and others cough their last breath and die. Adhere to this rule: “If it’s not in your CRM, it does not exist.”

You’re Being Blinded by Positivity Fairy Dust

The mantra of this industry could be, “Be optimistic or be obsolete.” Sales is chancy, yet despite what might be repeated setbacks, you must maintain a sunny disposition, staying positive when it comes to growth opportunities and deal closing. That said, you don’t want to go through your sales life being a happy idiot. Engage in that other “ism”—realism. Meaning, don’t clog your pipeline with too many potential deals that are built on wishes and dreams. That magical-thinking “user error” often results in an overinflated, unrealistic forecast. Making the effort to debug your pipeline is time well spent.

You’re Betting on the Wrong Horse

Be careful not to funnel your resources into unpromising deals. Emotion can be the driving force sometimes—“I like that company … I’d love to work with them … they seem cool!” Next thing you know, resources spent on your dream company have not resulted in a deal, and now you’re short on TME (time money energy) that was better spent pursuing more realistic leads. Again, this can be the result of too many deals in the pipeline, and/or the wrong ones getting special treatment while the right ones get ignored. Forget that glam deal you’d love to land. Focus on data management. Or, if you’ve mastered the art of data management already, use what you know about data science to rank and prioritize opportunities for reps, teams, region, or product lines, taking into account things like close probability, momentum, size, and market trends.

As people like to say, “No one has a crystal ball.” True enough, but forecasting can be thoughtful or it can be stab-in-the-dark reckless. When you make thoughtful, intelligent predictions, it’s more likely the clouds will part and you’ll have your day in the sun.

The post Why Your Sales Forecast Is Off first appeared on Motivus.