FastTrackingSalesGrowth

© 2018 Christine McMahon & Associates ALL RIGHTS RESERVED Phone: 414.651.6877 www.christinemcmahon.com

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1.   FOCUS

•  Salessuccessistheresultofwhatyousay“YES”toandwhatyousay“NO”to.

•  Topperformersunderstandthattheyhavetwolimitedresources–:meandenergy.TheyINVEST(notspend)theirCmeandenergytogeneratethebestoutcomes.Thismeansthattheydon’twaste:meandenergypursuinglowpayoffopportuni:es.Theyaredeliberate–someevensayruthless–intheirquesttogeneratethehighestreturnonenergyinvestment™(ROEI).

•  Theyhaveafine-tunedsystemforhowtheygo-to-market.

•  Theyareinten:onalinhowtheymoldtheirbrandinthemindsoftheirprospects.

FASTTRACKINGSALESGROWTH

© 2018 Christine McMahon & Associates ALL RIGHTS RESERVED Phone: 414.651.6877 www.christinemcmahon.com

FOCUS:REFLECTIONS&ACTIVITIES

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1.Howclearareyouregardingwhatyousay“Yes”toandwhatyousay“No”to?

1 3 5NotClear Some:mes Consistently

VeryClear2.WhatisyourROEI™(ReturnonEnergyInvestment)?

1 3 5LowROEI AverageROEI HighROEI

LowPayoff HighPayoff3.Youhaveawell-definedsystemforhowyouGo-to-Marketandsell.It’ssodefinedthatyoucouldexplainandteachittootherstoreplicatesuccess.

1 3 5Low Average HighInten:on Inten:on Inten:on4:Ratehowdeliberateyouareinmoldingyourbrandinthemindsofprospectsandclients.

1 3 5Low Average HighInten:on Inten:on Inten:onFocus:OfthefourFocuspointsdefinedabove,selectonethatwhenimplementedwouldcontributeto2018beinganexcep:onalsalesperformanceyear.

© 2018 Christine McMahon & Associates ALL RIGHTS RESERVED Phone: 414.651.6877 www.christinemcmahon.com

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2.   COMPETENCY

•  Topperformershaveawell-definedidealclientprofileandonlypursueopportuni:esthatmeetthatcriteria.

•  ImpressaprospectduringtheirfirstcontactbecausetheyconductresearchandcustomizetheirmessagethatincludesrelevantquanCfiablevalue.

•  Successfulsalesprofessionalsaskbe[erquesCons,listendifferently,andqualifyearly.

•  Theymeetwiththekeydecisionmakerearlyinthesalesprocesstovalidatealignmentbetweentheprojectobjec:vesandthekeydecisionmaker’sstrategicgoals.

•  Topsalespeoplemaintaincontrolofthesalebyneverleavingamee:ngorconcludingacallwithoutschedulingthenextconversaCon.

FASTTRACKINGSALESGROWTH

© 2018 Christine McMahon & Associates ALL RIGHTS RESERVED Phone: 414.651.6877 www.christinemcmahon.com

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1.  Doyouonlypursueopportuni:esthatmeetyouridealclientprofile?

2.  DoyouconductresearchandhaveexamplesofthequanCfiablevaluethatyouhavehelpedotherclientsachieve?

3.  Doyoucrabthought-provokingquesConsandlistenbeyondtheclient’swordstoqualifyearlyinthesalesprocess?

4.  Doyoumeetwiththekeydecisionmakerearlyinthesalesprocesstovalidatethatyourofferingalignswithhis/hergoals?

5.  DoyoualwaysschedulethenextconversaCon?

COMPETENCY:REFLECTIONSANDACTIVITIES

Yes No

Yes

No

Yes

No

Yes

No

Yes

No

COMPETENCY:CircletheoneCOMPETENCYabovethatwouldbestresultingenera:ngmeasurablerevenueandprofitgrowth.

© 2018 Christine McMahon & Associates ALL RIGHTS RESERVED Phone: 414.651.6877 www.christinemcmahon.com

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3.   MOMENTUM

•  Topperformersrefusetoengageinthe“blamegame.”Insteadtheyadheretoa“NoExcusesPolicy.”Theyareclearaboutwhatiswithintheircontrolandwhatisnot.Theyfocusonwhattheycancontrolanddirecttheirenergybehindthebiggestandbestopportuni:es.

FASTTRACKINGSALESGROWTH

1.  Doyouembracea“NoExcusesPolicy”andfocusonwhat’swithinyourcontrol?

Never Some:mes Consistently

MOMENTUM:REFLECTIONSANDACTIVITIES

© 2018 Christine McMahon & Associates ALL RIGHTS RESERVED Phone: 414.651.6877 www.christinemcmahon.com

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FOCUS.COMPETENCY.MOMENTUM.

ACTIVITY:Reviewtheitemsthatyoucircledonpages3,5,&6.SelectONEthatyouarereadytodedicateenergytoandthenwriteoneac:onstepthatyouwilltaketomoveclosertoachievingthatgoal.