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What Do I Do When..............?

This is the second in an ongoing series of our newsletter.  We encourage you to send us descriptions of times when you have simply not known what to do, and we will discuss those in this series.  Please send your anecdotes to wynola@huntbigsales.com.


Q.

What do I do when I’m stretched too thin, working as hard as I can, exhausted, and still not successful in hunting and getting the big sales?


A.

Following are a few of the tips that I have used over the years when I’ve found myself in your situation.


  • Get out of every activity that is not about hunting. Although your company may value your participation in its meetings and your willingness to be a team player, it will value even more your bringing in big sales.

  • Remember you’re a hunter, not a farmer. Don’t spend your time visiting small accounts just to keep up good will. Let someone else do that. You concentrate on deals that are at least two times your average sale from last year.

  • Allocate your time. Spend about 1/3 of your time on the prospects that are two to five times your average sale and 2/3 on the prospects that are five to twenty times your average sale. If you follow the Hunt Big Sales process and procedures, your success will more than compensate for the time spent.

  • Hunt in the morning, serve in the afternoon, rest and plan at night. You are probably at your best in the morning and should use that time for hunting big sales. I know that you have responsibilities to your current clients, and responsiveness is certainly a major one. That’s why I recommend leaving your afternoons open for that. In the evenings you should rest and plan the next day and week’s hunting work.

  • Use meetings for decisions, and use digital tools for communications. Rarely have I found a greater waste of time than meetings. They are most often information exchanges that could be better handled through email. Remember, your productivity as a hunter is measured in movement toward closing the big deals. Don’t get sidetracked.

  • Pick your big sales targets carefully. As a hunter, your role is not to wander around hoping to find a big sale. It is to target the specific big accounts for which you know your company is a near-perfect fit and then go after them. One big sale that is 10 times your average sale from last year is worth the time you spend developing your plan for hunting big sales.

— Tom Searcy


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Tom Searcy, The Whale Hunters Company, Large Account Sales, Business Growth, Sales Process Development, Fast Growth Strategies, RFPs, Key Account Management, Current Account Growth, Sales Management, Breaking Business Growth Plateau's, Prospecting System, Business Acceptance Process, Sales Management Development, Big Sales, Big Deals, Deal Coaching, Transform your company, Explosive Growth, Whale Hunting

FOOTNOTE: 1 COPYRIGHT 2006-2008, THE WHALE HUNTERS, LLC, ALL RIGHTS RESERVED.