Sales Career Advice: How New Sales Reps Should Measure Results

Hey everybody its Michael Pedone with SalesBuzz.com and I received a notification from LinkedIn saying an individual was asking for sales career advice and they think I might be able to help so here’s the question and my response… Let’s see if you guys agree with me here:

Sales Career Advice Question:

“I’m concluding my first year in sales in less than three months I’ve been asking myself have I been as effective as I can be or is my market more of the reasons I don’t see much effectiveness within my work I know there’s no true way to measure success so early especially coming in with no sales experience I guess what I’m really asking, is one year long enough to measure your early success?”

So here’s the thing I’m calling BS on this whole thing and here’s why…

Sales, like sports, is one of the few things that you can instantly measure success – it’s black and white it’s straightforward – it’s all about wins and losses. Do you have more wins this season than you did previously so in sales if you’re new in sales, it’s all about the numbers on the board.

Are you hitting your monthly numbers? Are you making your quarterly numbers? Are you making your annual sales quota?

So, in this scenario, you’re three months away from your one year anniversary, so you’ve had three sales quarters.

Have you seen an uptick in your sales? Are you getting better? Is your pipeline getting bigger? Is your close rate getting better? Is the ink on the board getting better?

If it’s not, it’s not your market; it’s your sales skills.

Bottom line – you have to hustle more. You’ve got to get better. You have to learn from other people who are already at the top of their game and do what they do and then you’ll start seeing success.

Do not buy into the fact that it’s the market, it’s the economy, it’s your competitors – none of that stuff. If you’re in sales, it falls on your shoulders, and there’s no gray area. It’s black and white. The numbers on the board are going to dictate your skill level is where it is.

I listen to Gary Vaynerchuk a lot he always talks about the markets always right. It’s going to dictate what the results are and the thing is this, in sales, it’s the same way — no need to guess. It’s you. It’s your sales skills. If your numbers are average, your sales skills are average and if you’re ok with that, fine.

But if you’re not OK with that, learn to get better. It’s that simple. I hope this helps.

– Michael Pedone

Michael Pedone teaches inside sales teams how to pick up the phone and close business. He is the CEO/FOUNDER of SalesBuzz.com – An online sales training company.

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