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5 Sales Ideas to Throw Out in 2011

I came across this article by Tom Searcy on bnet.com.  Thought it had some good points.

The end of the year is a great time to clean out files, closets, and that sales strategy bag filled with all of those things that don’t work or you no longer should use.

Want to do a thorough New Year’s mental housecleaning? Here are five sales ideas that you should leave behind in 2011:

1. Team Meetings – The regular sales team meeting is a waste of time. The only reason to get sales people together for a team meeting is quarterly for product/service training. Let’s face it: These meeting really only serve to make you (or your sales VP) feel like you’re doing something, and they give you a false sense of control. Management, coaching and development should all happen individually. Invest the time in more 1:1 development.

2. Hiring Cheap – Have we gotten over it yet? The idea that because there is a recession you can hire talent cheap? That you can get two “pretty good” people for the same price as one really good person? Talent costs because talent is always busy. At 30 percent unemployment, the talented people will still work, make money, and kick your butt in the marketplace if you don’t wise up and hire them.

3. Discounting Your market’s price correction should have happened about 6-12 months ago. This means you can stop giving into internal and external pressures for additional discounts. Those strategies have been exhausted and future discounting will be unsustainable.

4. Weighted Pipelines There is a crazy belief that you can create an estimated pipeline value by taking the individual estimates of the value of each prospect, multiplying it by the estimated chance of landing the account and then prorating that by the number of months from the estimated start date. You add the subsequent estimated values of each account and that gives you an estimated annual revenue amount. Does anyone need me to explain the insanity of this? You might as well be predicting weather six months in advance in another country. Stop.

5. Hoping If we are living in the new normal, then hoping that economy will turn around and that it will drive your business recovery should be put to rest. I am not speaking about abandoning your positive demeanor, can-do attitude, and entrepreneurial spirit. I mean quit looking to market conditions to generate your recovery. In this case, it is actually all about you.

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