8 Principles of Business Development Success: Mindset, Focus and Cadence

8 Principles of Business Development Success: Mindset, Focus and Cadence

Just some ramblings from our recent conversations with recruitment leaders around the topic of sales and business development...

Mindset

• Create your Own Recovery
• Swap pessimism for opportunism
• V shaped return even in a U shape - Capitalise on the new market share
• Create the change you want to be / Rapid fire evolution.

Control the Controllables

• Avoid the distractions
• Move from “difficult” to “different”.
• Reposition yourselves – strategic partners, not transactional suppliers

Design your New Normal

• What do we want our new normal to be after this?
• Don’t let paralysis set in / Re-engineer the way you work now
• Think – easy to buy, easy to use, hard to get rid of (sticky)

Focus

• Only work on the top 3 core drivers – nothing else matters
• Meeting, Meeting, Meetings
• Interviews, Interviews, Interviews
• Profit – Good business only / maintain margins

Low Hanging Fruit 1st

• We are spending too long looking for new opportunities - opportunities sitting right in front of us.
• Existing customers
• Dormant customers
• Network maps – who knows who?

Go where the market is going – look at the trends, where is the market going?

• Who will lose because of Covid? Pivot away from.
• Who will stagnate because of Covid? Develop a maintenance programme
• Who will win because of Covid? Target with all you have!
• Turn non-customers into customers – create and align products to their tomorrow’s needs

Cadence

• We have been stopped, started continuously for the past 7 months, and will continue to be.
• When everyone else stops and starts, the winners are those who keep the momentum going.
• Create a rhythm, get a daily cadence of minimum activity, weekly cadence of minimum standards.
• No excuses!
• Set Weekly Baselines and work in 90 day sprints
• Activity levels up and above pre-covid times

Pipeline, pipeline, pipeline

• Who on earth said stop selling?!!!
• No-one – just adapt how you do it.
• Make sales strategic – a mapped out and well defined, end to end process
• Make sales consultative – sell solutions, with products sitting behind them
• Align and measure marketing impact on sales… or stop doing it!

Access the complete toolkit to help you with all of the above (and more) at TRNWorld - it's free to join!