Targeting for sales results in a tough economy is more important than ever before. It is essential that sales professionals clearly define their target prospects by supporting criteria. The supporting criteria should give them the best return on their time investment (R.O.T.I.) and positive sales results.

Begin affecting sales results by dissecting your data base of customers based on predetermined criteria. This should be criteria that you can use to identify your best customers. It could be volume, margins, profits, loyalty, etc, but it must be specific and utilized to distinguish between different levels of clients.

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Tracking sales behaviors in a tough economy requires more discipline than ever before. Prospects are still out there and sales professionals need to step up, not step down, during these tough times. Tracking behaviors will ultimately keep you focused on the behaviors that acquire the best sales results.

You must step up your disciplines which is the key to sales success during tough economic times. It is essential you do more than what you have done in the past to maintain sales. It is necessary to do more dials, ask more questions, step up the visits, evaluate and qualify more often, write more prescriptions and proposals and the sales list goes on.

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In my last blog I mentioned businesses need to be out in the market place in a more proactive way in search of sales results.

We discussed not only how businesses need to clearly define their target prospects but they also need to know where to find them and how to approach them in order to nurture their sales results.

In this blog I would like to share how to engage them into a buying process and how to maintain and advance your sales results.

Partner with clients and maintain a strong relationship with them. Also, engage prospects and create a relationship with them.

This advice is crucial to maintain and increase sales results and be successful in today’s uncertain economy.

It is of the utmost importance to invest time and partner however you can with existing clients.

Partnering is defined by helping them in their business and they help you increase your sales results. This type of partnering can take place in many forms.

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In my last blog I mentioned businesses need to be out in the market place in a more proactive way.

They need to position themselves as leaders and lead the way for the long term sales results.

It is not productive to be followers into a potentially short term crisis.

They need to enhance leadership and to truly be in the sales result business.

Businesses not only need to clearly define their target prospects but they also need to know where to find them, how to approach them and how to engage them into a buying process in order to maintain and nurture their sales results.

Solid sales results can be achieved primarily by dissecting the data base of customers and by utilizing the ABC criteria discussed in previous blogs and articles.

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