The Key to Improving Your Sales Results: Overcoming the Definition of Insanity

Evan Polin • October 13, 2022
The Key to Improving Your Sales Results, sales results, improving sales

Some say that the definition of insanity is doing the same thing over and over again and expecting different results. 


I meet a lot of professionals who take what seems like an insane approach to sales and business development. They keep right on doing what does not work because it has become habit or because “it’s what they’ve always done”. At a certain point you need to make a decision about whether you will continue to do what is comfortable OR to determine that you will try something new to get a different result.

When it comes to expanding your base of business, you will find that the concepts I teach are not very complex.


You will find that the biggest sales challenge you face is not mastering some complex new concept, but rather changing your current behavior patterns and thought processes to use simple ideas to get different results. 

Truth be told, it is difficult for most people to make even simple changes. Most of us, even if we are very successful, get in our own way and have a difficult time trying new ideas to improve our results. 

 

In order to change and grow, both personally and professionally, you will need to modify your behavior and do things a little differently than you have become accustomed. You will need to alter some familiar, preconceived ideas about what is appropriate, how you perceive your role and your value, how prospective clients think and act, what people will think of you, and most importantly, what you are capable of accomplishing. 


You must dedicate yourself to the new thoughts and actions for 90 or more days before you begin to internalize new messages. It takes dedication, commitment, persistence, and focus to make real emotional and behavioral change. In addition, my experience shows us that the most successful change is internally driven. If you have a strong internal motivation to accomplish new goals, it will be easier for you to change than if you are only being “forced” to change by external factors.


I recommend a training and coaching routine that includes both internal motivation and external support, and one that incorporates ongoing reinforcement. This is how adults learn best and this is how you can make permanent change. The changes need to be incremental and implemented over time. If you aren’t completely satisfied with the results that you are achieving, then it is time to look at what activities and actions you can change to attain improved results.


If you don’t currently have a sales coach or trainer,

  • What outside help will you need to be successful?
  • What new skills do you need to develop?
  • If you are successful, how will that impact your career?
  • Increased income? Increased control? Less external pressure?
  • Are the impacts of making a successful change worth the risk of trying something different?


Polin Performance Group provides real-world sales solutions through sales coaching, sales training, business development workshops and speaking engagements. We give you and your team the sales skills needed to maximize sales performance and increase revenue. Let's talk about your sales challenges and together we'll figure out the best solution for your business growth goals. Contact us today.



The definition of insanity is doing the same thing over & over again and expecting different results.

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As the end of the year approaches, the pressure to meet and exceed sales goals intensifies. It's a critical juncture where strategic planning and focused execution can make all the difference between accomplishing your sales goals and falling short of your goals. In this article, we'll delve into sales strategies that can propel you towards hitting your goals, ensuring that you not only finish the year strong but set the stage for a successful 2024. 1. Reflect and Reframe: Start by reflecting on your year so far. What worked well and what didn't? Examine the new clients you have brought in this year. How did you get in front of those opportunities? Which prospecting activities converted into new business? Use this insight to reframe your prospecting approach for the remaining months. Sometimes, a small pivot in strategy can yield significant results. 2. Segmented Targeting: Focus your efforts on high-priority segments. Identify the most lucrative market niches or customer profiles and tailor your sales approach to address their specific needs. Are there industries that may be more receptive to your message at the end of the year? Are you looking at the different services you provide and seeking out your ideal prospects? A targeted sales strategy often yields better returns than a broad, one-size-fits-all approach. 3. Leverage CRM Data for Upselling: Your CRM data is a goldmine. Participate in a true account management exercise with the companies in your database. Identify opportunities for upselling or cross-selling based on past interactions and transactions. Existing customers are often more receptive to additional offerings, and this can significantly boost your revenue and your reach within your current client base. 4. Strategic Partnerships for Mutual Growth: Explore strategic partnerships that can complement your offerings. This collaborative approach can open new avenues for business, expand your reach, and create a win-win situation for both parties involved. 5. Intensify Client Engagement: Strengthen relationships with existing clients. Schedule check-ins, seek feedback, and showcase the value you've provided throughout the year. Satisfied clients are more likely to become repeat customers and advocates for your brand. 6. Empower Your Sales Team: Ensure your sales team is equipped for success. Provide additional training, set clear goals, and foster a supportive environment. Motivated and well-prepared teams are more likely to meet and exceed targets. The year-end is not just a countdown; it's an opportunity to strategically position yourself for success. By adopting these sales strategies, you can maximize your efforts, overcome challenges, and achieve your sales goals before the year closes. Remember, the right mix of reflection, targeted approaches, and team enablement can pave the way for a strong finish and set the stage for an even more successful year ahead. If you are interested in learning about how you and your team can be more effective maximizing your sales results before the end of the year, please reach out to Polin Performance Group by emailing us or calling us at 215-970-2360 .
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