Good Days Lead to Sales Success and Growth
By Jennifer Goddard
Closing a large sale is often seen as a clear indicator of success in sales. It gives a salesperson that satisfying feeling of having had a "Good Day." However, relying on big orders alone is like sprinting at the start of a marathon—it’s not sustainable. The key to long-term success is pacing yourself and focusing on steady, consistent effort, accumulating multiple wins over days, weeks, and months.
True sales success comes from creating "Good Days" consistently. Each productive day contributes to a good week, which builds into a strong month, eventually leading to a successful year.
So, how do you ensure you're having a "Good Day" every day?
Defining a Good Day
A "Good Day" in sales can be defined as completing the specific tasks and activities that lead you closer to achieving your sales goals. Often, writing an order is the result of multiple actions, such as:
1. Identifying potential leads
2. Researching prospects to ensure they're a good fit
3. Reaching out via phone, email, social media, or direct mail
4. Attending networking events or trade shows
5. Engaging in initial conversations with leads
6. Being invited to present your offering
7. Holding meetings with prospects
8. Meeting others in the prospect's organization
9. Receiving a request for a proposal or quote (RFQ)
10. Helping customers resolve a concern or expedite a shipment
These activities are just examples of the steps that often occur before an order is finalized. If, by the end of the day, a salesperson has achieved a targeted number of these activities, they can confidently say, "I had a good day," even if no sales were closed that day.
Tailoring "Good Day" Activities to Your Industry
A "Good Day" will look different depending on the industry. For example, the daily tasks that drive success in retail are very different from those in manufacturing, construction, or even fitness. It’s critical for business leaders to define what a successful day looks like in their particular field, setting the right activities for their teams to focus on.
Timing Matters
The definition of a "Good Day" can also vary depending on the time of the week, month, or year. For instance, many businesses prioritize shipping orders toward the end of the month but focus on taking orders earlier in the month. Similarly, industries with seasonal demand, such as horticulture or garden furniture, will have different priorities depending on the time of year.
Sales leadership must remain flexible, ensuring that what constitutes a "Good Day" aligns with shifting priorities based on timing and demand cycles.
How to Encourage "Good Days"
1. Set Clear Parameters: Define what a successful day looks like for your team, keeping in mind your business’s goals and timelines.
2. Track Progress: Use tools like a CRM to help salespeople track their daily activities. Clear, visual tracking helps everyone see at a glance whether they’ve hit their targets.
3. Create Friendly Competition: Foster an environment of fun and competition to keep salespeople motivated, with challenges such as who can have the longest streak of consecutive "Good Days."
The Big Picture: Good Days Lead to Sales Success and Growth
Sales success doesn’t come from sporadic big wins but from consistently executing the right strategy. Having a strong focus on the key activities that contribute to "Good Days" will ensure your team is always moving closer to their goals, ultimately driving long-term success.
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