Sales Tips for 2022

Staff WritersForecasting & Performance ManagementPipeline & AnalyticsPredictive Analytics

By Siddesh Shetty On Mar 18, 2022

2022: a new beginning. However, time seems to be on a standstill with the world seemingly stuck in the same loop. Remote work for a lot of salespeople is still the new normal as companies look to transition sooner than possible. It’s no more a myth that perseverance, hard work and commitment is the only way a sales person can ensure he becomes successful be it to meet targets or achieve personal growth. While no one can change their ability or performance magically overnight, a constant track record of following sales tips and adhering to the rules of hard work and perseverance with a bit of smart work goes a long way…

Every year teaches us new things and every year it is important to build a new plan of action. Here are some tips to help ensure you achieve your goals. The only mantra to achieve new heights is to stay ahead of the pack and try different things:

Constant Prospecting

It does hold true that half the sales battle is won if you put in the right efforts and prospect smartly. A sales person who thinks way ahead and has adequate information about their buyer persona stands a better chance of closing a deal. It’s always better to have a pipeline full of opportunities than an empty one. Although a basic tip, this one is a crucial one.

Time Management

This is a habit everyone is aware of but its difficult to execute. There are exactly 31,557,600 seconds this year and the optimum usage of these will make or break your goals. It’s important to manage and plan not just your daily activities but also your pipeline in terms of opportunities. It makes more sense to focus and catch important fishes rather than just focusing entirely on the big fish.

Using the BANT/ FAINT Method

Although it’s important to be constantly prospecting, sheer importance should also be laid at how efficiently the process is being carried. The BANT and FAINT method are probably the best methods for this. These are considered the old-school, go-to method of sales and lead qualification. BANT (Budget, Authority, Need and Time) and FAINT (Finance, Authority, Impact, Need and Timing) are designed to identify leads worth pursuing. A lead that meets at least three of the four BANT criteria is considered viable.

Advanced Planning

It’s often said that good salespeople hit their targets on time. A clear vision, planning and execution is really important to achieve your sales goals. Proper structuring of your deals and knowing the probabilities of each opportunity is the mark of a good salesperson

Engage and Be a Part of Online Communities

The sales community in today’s time has gone digital and global. There is a sea of wealth available across the web. Sales communities not only add to this knowledge but also help salespeople with a networking opportunity with their peers and their customers’ too. It is more than essential for a salesperson to be a part of such communities to gain knowledge, tips and tricks and also get a sense of what is trending in the sales world.

Quality over Quantity

It’s a common fact that sales is a number’s game. However, falling in into this trap will certainly have an impact in the long run. People buy from people and they believe in being sold a proper solution to their problems. It’s important to keep on a quality conversation with your prospects and focus on solving their issues rather than focusing entirely just on the sale. Just hitting your target without quality conversation could be a short term solution but would certainly lose you a customer in the long run.

“Ring a Bell”

Humans love imagination. It’s always an advantage to share stories and ideas which a prospect could visualize rather than a boring full length pitch. Any relevant and impactful ideas such as case studies, competitive landscape etc which rings a bell to a prospect will eventually make you stick out from other salespeople.

Make a good lasting impression

“Be the type of person you’d want to meet.”

First impressions are important however the last impressions we leave with the customer will be in their for long.

A customer who always remembers you will always think of you when it is the right time to purchase a solution like yours. It’s a no brainer for a sales person to have a good impression on a field visit, a virtual call, or a learn-and-lunch. What you present and how you present certainly makes or breaks a deal.

A salesperson always needs to adapt with the current trends and come in with new solutions to stand apart from the crowd.

Trying new things and tricks should be encouraged as there is a never ending battle to catch a prospects’ attention.