With only a few weeks left in 2024, you’re probably working on finishing the year strong. You might also be reflecting on what went well and how you can get even better in 2025. It’s important for all promo pros — not just salespeople — to hone their skills and continually get better. How do you accomplish this? You can begin by setting clear goals.
Setting clear goals is especially important for salespeople who juggle multiple activities every day. Knowing what to focus on can help them prioritize their time and pivot their approach when necessary.
Shawn Finder, the CEO and founder of Autoklose, says that while some people may seem to have a natural knack for sales, anyone can become great and hit their quotas consistently. In this issue of PromoPro Daily, we share his tips to help you transform into a top-performing sales pro who not only hits but consistently exceeds your targets.
1. Make your goals realistic. It’s good to be ambitious, but don’t bite off more than you can chew. Before deciding on your sales quota, Finder recommends assessing and scaling your sales team if necessary. Do they have what they need to prepare for prospecting, nurturing and closing? By setting achievable goals and ensuring your team is properly equipped, you’ll create a solid foundation for sustained success.
2. Understand your weak points. Most people think about what they do well, but Finder recommends identifying your weaknesses and taking steps to improve them. For example, if you fear being rejected, you could work on learning how to take “no” for an answer sometimes and work on your follow-up approach.
3. Define your buyer personas. This is key to consistently crushing your sales goals. You need to have a clear idea about who you want to reach. According to Finder, these fictional, generalized representations of your ideal customer can be created with the help of marketing research and the data you have on your existing customers.
4. Create a value proposition. Finder says this isn’t a list of features but rather benefits your potential customers will enjoy if they opt for your solution. Start with your prospects’ pain points and explain how your promo solution can solve those pain points.
5. Disqualify unfit prospects. Not everyone is a good fit for what you offer. Finder suggests going through your CRM and identifying prospects who don’t seem to be moving through the funnel. He also recommends identifying stale deals and unresponsive contacts and sending them a “break-up” email. It might be tough, but this frees up your time to focus on better opportunities.
6. Don’t push your agenda. Prospects want to know you understand them and truly want to help them. Instead of highlighting why your promo offering is so great, Finder recommends positioning yourself as a business advisor. Get to know your prospects’ challenges and issues and then try to offer a constructive solution.
7. Embrace social selling. Finder says it’s no longer optional to use platforms like LinkedIn and X to drive sales. Start by creating a profile that highlights your expertise. Then, listen and engage. Pay attention to what prospects are saying and join in discussions where you can add valuable insights.
Whether you’re new to the promo industry or you’ve worked in this field for years, there’s always room to grow. When you want to push yourself to the next level, start by setting clear goals. When you stay disciplined and continually refine how you do things, you can unlock even more success in 2025.
Compiled by Audrey Sellers
Source: Shawn Finder is the CEO and co-founder of Autoklose, a sales automation platform.
