I was assigned to sell a brand new product built organically. This software product was to compete with some well-established and mature products in the market. I was the one used as a sales precursor before rolling out the majority of the sales force. My assignment was to get a few big names, some successful implementations, gather the case studies, and then give the sales and marketing team these items as the beginning.
Accustomed to these types of assignments, I jumped in. It was hard, but I was up for the challenge. I had been here before, so I did do something that I did not do before, journaled.
The last time I did this, the request was to replicate the sale, which I was able to do, but haw tI was not able to do we to give our salesforce some of the mistakes and pitfalls that they may encounter, which they did, so it was still a bit of a mess.
This time, I was going to journal everything I did, all in the present tense, so that people could learn by my successes and by my failures.
|This assignment was an 18-month experiment because that was how long it took me to get the requested experience, data, and customer case studies. That was another good nor bad; it just was. However, the journal was the most invaluable part of the journey.|
I decided to lay this out in months, though I did keep a weekly journal. I had prompts built-in like meetings, contacts, decisions, ideas, and internal strategies. I also followed up with the outcomes of each. I wrote everything in the present tense, and as it happened, I did not rewrite history in my favor so I would look good — I went in with warts and all.
From my written journal (I used Word at the time), I created a month-by-month PowerPoint deck; each month was a slide. I also noticed that by keeping a journal, my decisions during the 18 months got better. I did not realize this until I put the slide deck together.
From my journal and the slide deck, we were able to reconstitute strong sales and marketing strategies, having sales not make the same mistakes I did and marketing focusing on the right people, the people, that would buy the product. This approach compressed time while reducing unnecessary costs.
The Punch Line
Journaling is not only for the preteen girl to confess her every secret, but a powerful tool for business, especially in sales. At the Sales Conservatory, we use journaling to improve your skills as a sales professional. Whether creating it in the present for future review or reflecting on the experience, journaling is a sales professional secret weapon.
|At the Sales Conservatory, we use journaling to improve your skills as a sales professional. Whether creating it in the present for future review or reflecting on the experience, journaling is a sales professional secret weapon.|
If you are looking to use this approach and many other advanced techniques as a sales professional, be sure to visit Sales Conservatory Learning Community and sign up for a free seven-day trial.
In addition, you can get a free, self-directed learning assessment by using the code blog at check out.