Have you ever seen a reactive salesperson? They are generally fairly well out of control most of the time, and doing lots of things at the beckon of clients and management. At the end of the day they go home on the dot of 5pm because they have ‘had enough’ of other people. Most of the things that they wanted to do in the day they would not have achieved.
So we all have choices as to how we structure a working day in ‘sales’ and who we respond to as part of ‘doing the business’. Perhaps we have to respond to clients and management, but we should have and retain some flexibility in doing so. To be a top salesperson, your career just has to be under control and each day at least 50% of the things that you do should be proactive towards growing your market or your income.
Here is an interesting exercise for you. On a piece of paper, write down the key things that will bring you new business or increase your market share. In most cases the list would look something like this:
- Researching new and current clients
- Touching base with customers
- Presentations and pitches
- Placing orders or contracts
Now that you have done the list, think about yesterday and the events of the day. How many things in your short list or priorities did you get done? If you are like most salespeople, you will have got to less than 50% of the items on your list.
Perhaps we make our days and working weeks overly complicated, but the fact of the matter is that we are really in control and from that point we can make our ‘sales day’ quite proactive and productive.
When a salesperson tells me that they are getting nothing done or are losing market share, I usually say to them that the solution ‘lies within’. They are the problem and the solution in one. They have the key to resolving the challenges.
Every month I recommend that every sales person in a business team takes a serious look at their successes over the last month and where they are headed. If they truly want to be ‘proactive’ they can plan their way forward for even greater results in income and customer connections. They just need to commit.
So the message here is ‘don’t work harder, work smarter’.