New Year’s Resolutions for Today’s Sales Professional
January 1, 2005

With 2003 upon us, it is time to take the plunge and state what may be obvious to sales professionals throughout the country. Isn't that what New Year's resolutions are all about? After all, most resolutions are just commitments we make to do what we have known all along.

So, here's my list for today's sales professionals. Like I said, the list's content is probably obvious to you, especially if you make your living as a sales professional.

1. I resolve not to commit to annual sales projections that aren't built on my awareness of my customers.
2. I resolve not to only be concerned about the top-line sales numbers for my customers. I will also be concerned about how well my customers pay their invoices, purchase the special inventory they committed to buy within a pre-agreed time period, etc.
3. I resolve not to assume that things will work out with my customers.
4. I resolve to take responsibility for fulfilling my commitments to customers, suppliers, fellow employees and other key stakeholders.
5. I resolve to be receptive to new concepts and ideas. After all, learning is supposed to continue throughout life.
6. I resolve to not pretend to be learning, especially in sales meetings and training that my company invests in for me.
7. I resolve to share concerns with my employer in a positive way, including offering suggestions on ways to improve a situation that I believe exists.
8. I resolve not to complain about things with my fellow employees, as complaints only make other people uncomfortable and do nothing to help solve legitimate problems.
9. I resolve to be a "team player," as research has proven that "teamwork" is one of the highest predictors of success in a sales organization.
10. I resolve to prioritize my customer opportunities, and match them up with the customers that my company needs to develop.
11. I resolve not to think that just because an account is on my account list that I enjoy "squatter's rights."
12. I resolve to clearly understand and act upon the responsibilities I have to maintain my account.
13. I resolve never to make a sales call without having a clear objective in mind.
14. I resolve to never make a sales call that, if it had a stopwatch attached to it, would have me talking more time than my customer.
15. I resolve to never make a sales call without seeking to understand my customer, and without a sincere desire to uncover and develop one or more problems that I may have a solution for.
16. I resolve to stop telling my customers everything I can do for them, without first asking questions and listening to what they have to say.
17. I resolve to not let my sales manager off the hook. Meaning, I will keep him or her informed of what I am doing, before I am asked.
18. I resolve to make sure my sales manager supports me as a "coach," and that I will ask for constructive help, including planning, implementation and feedback for important collaborative sales calls.
19. I resolve to support my company's major suppliers, or distributors if applicable, as without them, we can't provide value to our ultimate customers.
20. I resolve to understand my changing role as a sales professional, as it is probably different and more demanding than it was when I was first hired.

OK, I can think of a few dozen more resolutions. However, I resolve to keep my ideas succinct. If you got this far on my list, are there any that you may have thought of?

And finally, while New Year's resolutions are built on the obvious, are there any that struck you that might be worth adding to your list?

Let's make 2003 a wonderful year for our companies, and ultimately, for our families and communities who benefit from our willingness to act like true sales professionals!