In business and in life many people struggle with the targets and goals that they must achieve. All too often the path to progress gets clouded and confused. When it comes to sales, the same process and observation applies.
When you want to go on a holiday, what do you do? You set your targets, you plan, and then you figure out the steps that are required to get you there. Every week or month you do more things to push the holiday closer to you. In 12 months or so you will have achieved the holiday of a lifetime.
Most salespeople stay in the average zone of achievement. They will have some good months and some not so good months. Only the very best people rise to the top of their market, and they do so because they know what has to be done and they create a system to do it each and every day. They work from a base of achievement.
Some of the biggest problems you hear some ordinary salespeople refer to are any or all of the following:
- Not enough time
- Incorrect resources
- No support from management
- Need to go home early
- It’s 5:00pm and the clients are not in their office
- The market has changed
- It’s time for a holiday
- The client is away for a few weeks
- Nothing happens at Christmas time
- I left a message and they did not get back to me
So these are all ‘excuses’, and top salespeople know that the results that they need come from one source; that is themselves. They systemise themselves and they take daily action to get the result that they need. If they have any shortcomings in skills, they practice until they remove the problem.
If you work in a sales related job, and your salary depends on your success in client connection and orders, you would be best advised to look at your systems and your actions that you do every day. Would you say that most days are effective and positive as to results?
If the answer is not clear, don’t worry; you are not alone. Do however take a step back and closely review exactly what you do each day that is high priority business. If 40% of your day is not business generating then you need to modify you actions and focus.
It takes about 3 weeks of deliberate effort to change your focus and develop new habits, but soon you will be on the road to new and better outcomes.