Core Sales Values: Proactivity

In this series of blogs, we’re discussing how four major core values can help you increase your sales — the right way. Each article will focus on one core value, and this week, we’re discussing proactivity.

Proactivity entails handling issues before they happen. A proactive salesman anticipates big-deal opportunities or problems and makes sure they get handled accordingly. In this article, we’ll review the benefits of proactivity and offer proactivity strategies you can implement to help improve your sales foundation and close more deals.

Benefits of Proactivity in Sales

Exercising proactivity in sales will show results right away if executed properly. Here are three of the biggest benefits of using proactivity in sales:

Better Workflow

In sales, it’s easy to get caught in the trap of constantly reacting to emails, problems, and past deals that need maintenance. Prioritizing proactivity in sales tends to lead to an efficient workflow that puts deals first. As a manager, prioritizing your sales team’s proactive efforts over their ability to respond to problems and internal tasks will lead to more sales in the long run.

Improved Relationships

Customers love proactivity. By anticipating problems before they happen, you impress customers and avoid a bigger logjam down the road. This will improve the strength of your customer relationships over time and build trust.

Strategies for Proactivity in Sales

Implementing proactivity into your team’s daily workflow sounds great. But how do you do it? Here are three strategies for improving your team’s proactivity in sales:

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Do your homework.

Preparation is everything. Read the trades for your industry and look for opportunities. You might find that a big company recently fired a supplier, there’s a new company on the market, or that a major individual in your industry might be looking for work. Take the initiative to find these opportunities and take advantage of them.

Take the time to research each of your potential new customers before reaching out. Even a base knowledge of their recent activity and preferences can impress your new potential clients and convince them to use your product.

Improve your craft.

Attend as many conferences as you can to further your knowledge in your field. Major aspects in any industry can change overnight, and you need to stay abreast of them to seem knowledgeable in conversations with your peers. Take workshops and certifications as well to make yourself more qualified than your competitors.

Build strategic relationships.

Don’t just reach out to potential clients, reach out to competitors as well.

Did we just say competitors? Yes. Reaching out to competitors will help you build valuable relationships in the industry that sales reps can use to further their career goals. You might be able to get valuable information about a bad client who doesn’t make payments or new clients joining the market that aren’t a fit for one of your competitors. Or you may just make a sharp new salesman friend that you could hire when they’re looking to leave their current company.

Proactivity keeps us one step ahead of our competitors, creates a more productive workflow, and improves relationships over time. Check out CM Batteries for the next article on using the value of collaboration to boost sales here.

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