SalesHQ

One key to understanding the sales cycle is understanding yourself. A long cycle, such as with complex software applications, can extend beyond a year. However, if you sell cartridges for printers, you might take orders every two weeks.

“Try to gauge what type of selling works best for you,” says Rigg. “If you enjoy managing ongoing customers with repeat sales, consumables are probably best. If you like selling big-ticket items with the payoff at the end, you should sell something like heavy machinery.”

Determine whether you work better on a long cycle or a short one. Ask yourself which you enjoy more: solving simple problems or complex ones? “Each cycle is different, and you’ll stay motivated if your sales cycle fits your personal style,” says Rigg.