Principles of Business Development Success- Mindset, Focus and Cadence

Here are some reflections based on recent discussions with leaders in the recruitment industry regarding sales and business development…

Mindset

Embrace Opportunity Over Pessimism

Shift from negative to optimistic perspectives

Profit from new market shares in various return scenarios

Drive rapid evolution and initiate the change you seek

Take Charge of the Controllable Factors

Minimize distractions and stay on track

Transform challenges into unique approaches

Position your role as a strategic partner, moving beyond transactions
Craft Your Vision of the “New Normal”

Define the desired post-pandemic state

Avoid stagnation and reshape your work methods

Create offerings that are easy to adopt, use, and retain

Focus

Prioritize the top 3 core drivers and disregard distractions

Engage in strategic meetings to drive progress

Conduct interviews effectively to move forward

Focus on profit and maintain sound business practices

Address Low-Hanging Opportunities First

Discover overlooked opportunities within reach

Tap into existing and dormant customer relationships

Leverage network connections and relationships

Adapt to emerging market trends and shifts

Identify those negatively impacted by Covid-19 and adjust strategies

Address those likely to face challenges and develop support plans

Target those benefiting from Covid-19 with dedicated efforts

Convert non-customers into customers by aligning products with their future needs.

Cadence

Maintain a consistent pace despite uncertainties

Continuous momentum sets winners apart

Establish a daily routine of activity and adhere to weekly standards

No excuses – maintain commitment

Set weekly benchmarks and operate in 90-day cycles

Exceed activity levels seen before Covid-19

Pipeline, pipeline, pipeline

Sales should not come to a halt!

Adapt your sales approach without stopping it completely

Plan sales as a comprehensive, well-defined process

Offer consultative sales, focusing on solutions with products as support

Assess the impact of marketing on sales or reconsider your strategy!

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