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.
Some sales teams are built with focus to bring in the results. Others are seen as just a group of people that have been given a name tag and a department within the overall business. The performance between these two teams is radically different. (NB – you can get more commercial real estate tips in Snapshot right here – its free)
Sales Team Focus
The sales team is the life blood of the business (or should be). When they are producing the results you get all of the following:
- More clients
- Referral business
- Greater volumes of sales
- Customer satisfaction
- Dominant market share
I weak link in a sales team can slow or destroy the foundations of growth and client stability. So what are the characteristics of a top sales team today? Try some of these:
- They will have a clear understanding of the goals for the business and where they sit in the overall plan.
- They will understand how they can improve the business from their position in the market.
- They will have and accept key performance indicators both as a team and also as individuals to which they agree to strive and achieve.
- Objectivity will be the case in any team assessment as the year progresses. Members of the team will accept guidance and objectivity.
- The team should be cohesive and committed to each other in building the results for the overall business.
- Whilst the team will have a leader, each person will understand that they are leaders themselves in what they need to do with their clients and territory.
- There will be a high degree of trust between members of the team, and where required the team will support each other in any client or sales requirements.
- A good sales team is flexible so that the overall goals are encouraged through the pressures of any single transaction or client connection.
- The members of the team will understand each other’s strengths and weaknesses, and provide backup to fill the shortcomings of each other.
- The team will have a strategic plan of action that they stick to in business and as part of ongoing team performance.
- Knowledge and service will be high on the agenda when working with and serving clients and prospects.
- Every team member will understand the priorities of growth and stability as it applies to the clients that they have.
To manage a sales team you need a leader of skill and drive. A sales team is a unique business unit that is different than all others and that requires direction, and seeks respectful leadership promoting the core values of business.
The sales profession is precisely that; it is a profession. When you understand that fact, you can begin to regard the skills of the trade as very special and something that you should improve on. You become a specialist in the ‘game’.
It’s a bit like playing golf. If you want to be the best, you must practice all parts of the game from tee off, moving around the course, handling the water traps and bunkers, and taking it all right down to putting. Every part of the game is really important. You are the player, and you know the game.
I have put together some important factors of the sales profession that are fundamental elements of sales performance. The whole package works well together. See how you rank.
- Believe in yourself at all times. Sometimes things get a bit overwhelming, and you will then have to make adjustments, but through all of this you are a top person and you take that self-belief into your career. Integrity and professionalism are all part of what we do, so self-belief integrates well with that.
- Deal with your procrastination because there will be plenty of it. It is the nature of sales as a career that you must do things that are difficult and that other people really do not want to do. Take on the challenge and move into the difficult tasks with commitment.
- Do not overindulge in life’s little pressures. Many a salesperson has ‘got off the rails’ with personal overindulgence. Too much of a good thing can take over your life and focus. Do not let any ‘vices’ take over your personal time. They will soon reflect in your business day and that will be the start of a downward spiral.
- Develop willpower to do just about anything. That being said, you should develop the willpower to do the ‘right’ things. It’s a bit like ‘throwing a switch’; you turn on the commitment to do the job no matter how hard it is or how long it takes.
- Keep fit mentally and personally. Every day give yourself time to get out into the world and exercise. Top performance in sales requires a fast mind and a fit body. These two factors will take you through the tough times with ease.
- Create a day system and a time management system for the things that need to be done every day. When you have a system of control and focus, you can get things done.
- Take some small rewards as you move through the day and week. All the hard work should give you the ability to have time for yourself.
- Do the hard stuff first every day. This is perhaps the most important item on this list. Always do the difficult things and get them out of the way. Make it a part of your diary to spend the first part of the day on the difficult stuff that others hate to do.
- Never lose control and show anger. Anger will get you nowhere. It will let others see weaknesses in your work pattern. If you want to be a top salesperson, you cannot show anger.
- Control your dialogue and improve it every day with practice. Some parts of your dialogue are critical to personal sales and performance. Those parts of your dialogue should be practiced to help you move to the top of your industry.
As logical as these 10 simple rules appear, they do require personal focus to set in place and implement. It’s up to you; everything that is good and rewarding is like that. Isn’t it good to be in control?