I don’t think of myself as someone that’s naturally good at sales. However, I’ve figured out what works for me and I’m convinced that it doesn’t have to be a numbers game.

In sales, it’s easy to get caught up in questions like how many calls have I made today? How many prospects have I spoken to? How many deals have I closed? What is the data telling me about my potential customers? While it’s important to keep track of these metrics, they shouldn’t be the only thing you focus on.

Striking a balance between the numbers and the people is key to success in sales. Think about it this way: if you make 100 sales calls but only one leads to a sale, was the time spent on those other 99 calls wasted? Of course not! If you hadn’t made those calls, you never would have connected with that one customer.

The same goes for every interaction you have with a potential customer, whether it’s through email, social media, or in person. Every interaction is an opportunity to build a relationship and create understanding.

So how can you connect with your customers? First, by being genuine and understanding what they need. And second, by providing value – whether that’s through your product or service, or simply by being a resource, they can rely on.

If you keep these things in mind, sales will stop feeling like a numbers game and start feeling like an opportunity to help people. And that’s what it should be.

At the end of the day, sales are about working with people. It’s about finding out what they need and then helping them to get it. It’s about building relationships and creating connections. When you view sales through this lens, it’s clear that the numbers are only part of the story.

At a time when everyone seems to be talking about data and how it can drive your business forward, it’s worthwhile to consider a few questions:

What stories are you telling others about yourself and your business? How can you use those stories to connect with potential customers? Answering these questions honestly will help you to focus on the people behind the numbers, and that’s where the real sales magic happens.

What are your customers experiencing from the moment they meet you, to signing them on as a client, to completing a task, and beyond? Improving customer experience should be a key goal for salespeople, as it’s often the difference between making a sale and losing out to the competition.

What are the personal connections you’re making with your current and potential customers? These connections are what turn a one-time buyer into a lifelong fan. Sales isn’t just about acquiring new customers – it’s about keeping the ones you have and turning them into advocates for your business. If you focus on the people behind the numbers, sales will stop feeling like a chore and start becoming something you’re passionate about. After all, connecting with people and helping them to solve their problems is what it’s all about.

How can you add value to every interaction? This is something salespeople often forget. They get so focused on the sale itself that they forget to provide value in every interaction. But if you can find ways to add value, whether it’s through your product, your service, or simply by being a resource, you’ll be much more likely to succeed. The bottom line is that sales is about more than just closing deals. It’s about connecting with people and helping them to see how you can make their lives better. When you focus on that, the numbers will take care of themselves.

The real key to success is understanding and connecting with the people with who you are working. By maintaining this focus, you’ll be much more likely to close deals and grow your business.