When you are working as a sales professional, sometimes it appears that you are stalled or struggling with your sales or market share. In most cases when this happens it is because you are not pushing the project forward enough or perhaps it needs adjustment.
Plans can help you, but momentum is really important. So many people make the plans but struggle with the action; life soon takes over and redirects their focus and efforts. Inevitably they are achieving little towards their goals. Success in business requires effort on the harder things that others are reluctant to do. Have you got the drive and focus to do the harder things?
There are a few key areas to look at when all of this happens.
- Do you know exactly what you are trying to achieve? Be quite clear on the process that you are looking at and how you will know when you have got results.
- Set some simple tasks to be done each day and as part of your bigger plan and efforts. Without fail make sure that these key things are done. Prospecting is one of them.
- If someone asked you the question as to what you do, how would you answer them? Can you explain in one sentence what you do as a salesperson and professional? You need that sort of clarity to get momentum and results.
- Fear is something that holds most salespeople back. It can be the fear of the process, the reluctance to do certain difficult things, or the amount of action needed every day to move forward. Top salespeople deal with fear and reluctance; you will need to do the same. Small steps in the right direction can help you get started.
- Get some resources and simplify your systems so you can take more action every day. Don’t make things complicated; simplify what you do and take action.
- Watch what the successful people in your industry are doing. Some of their actions and skills can be replicated.
Most of the things that hold us back are self-inflicted. Take charge of your sales career by working on yourself and your actions. Quite soon you will be moving ahead again.
Today the average sales person is bombarded with fresh new issues every day. Some of those issues can be distracting and highly time consuming. To get anywhere with your efforts in selling and building market share you must protect yourself from things that are irrelevant, or distracting. In simple terms you must have a sales system to keep your mind and your actions in line with your goals.
Top salespeople know this and the main reason they are successful is that they have a system to work to and they repeat it every day. Nothing will take them away from their system.
Here are some tips for staying on track with your sales activities.
- Understand the 3 things that are most critical to your business and your results. These will be the things that bring the most results to you. If you repeat these things every day they should give you a better market share and client momentum. These things should feature in your diary as priority items.
- Stay away from other average salespeople that are not as driven as you are. Don’t let their lack of attention to detail and poor momentum have impact your business and opportunity.
- If someone wants to arrange a meeting with you, make sure that the meeting is important to you and not them. If the meeting is of little value, then put it off or tell the person that a telephone call will be the best way to deal with the issue at hand.
- Watch what the top salespeople in your industry do and how they go about it. There are some lessons to be learned there that can be of real benefit.
- Set real goals that you believe in and then track your progress towards them each day. For goals to be effective, a great degree of internal focus is required. How you think impacts what you do.
- Exercise once per day for 45 minutes to 1 hour. This will build mental stamina and help you focus on the things that you have to do and when.
- Set a period of time up in your daily diary as the ‘action zone’. It should be the same time each day and it should be dedicated to the things that matter. This is your time and nothing can detract from it. Use this time for developing critical habits that will support the sales and income effort.
For a salesperson, life does not need to be complicated, but it does need to be focused on the right things. It takes about 3 months of real effort to turn your sales career upward and in the right direction. Each day can be a further step in the right direction and the rewards can soon come. Set your compass and take the right path.