Take a moment to reflect back on the year that was. We can always learn something from the past, whether it was a year of success or disappointment. Sales trainer Nancy Bleeke did just that and shared her reflections in a recent blog post. She writes about lessons learned from 2009, which she calls “an interesting year for salespeople.”

Below are her top five lessons learned from the past 12 months.

1. Rules have changed. Sales cycles are longer, the need to know your business, not just your products is key.
2. ‘Winging it’ grounds you. If you need to soar to succeed, lack of preparation or ‘winging it’ weighs you down. Preparing to make the most out of every contact is what makes the difference between long-term success and possibly being out on the street. Use the Internet and relationships to find information on the person, the company, the industry that you are calling on will make a huge difference in your sales conversations.
3. Performance. Many companies cut people. With few exceptions, they cut under performers or people that didn’t fit.
4. Nurturing is necessary. Staying top of mind with your prospects or customers was key in 2009. They might not have had the budget or been on hold for a large part of the year. And as they start surfacing again looking at 2010, they will go with the people that have kept in touch and tried to provide some value this year.
5. Creativity and flexibility matter more than ever. Creativity in approach, in how to give value, in other uses for your product or service, in gaining leads, are needed. Flexing the way you’ve always done something could have been the difference between a sale or a stall.

Are you taking away any lessons from this year? Or are you of the mindset that one should never look back, only forward?