Sales is a profession that can never rest on its laurels … there is always lots of work to be done. However when things are going well there is a tendency to ease up a little, to take a little extra time off, golf a little more, have “out of office meetings” on Friday afternoons etc. These are the kind of behaviours that alienate salespeople from their counterparts and when the numbers start to drop off, behaviours that attract senior management’s attention!
So … as a (formerly) successful sales person in that kind of situation what can you do?
Your client’s are not generating the same levels of business for whatever reasons.
Until recently you were bringing in the numbers, feeling good about yourself and taking full advantage of that success … life was good, and you don’t want things to change.
You have options :
1. You can keep doing what you do and HOPE things change … I’m not a big fan of the “hope strategy”.
2. You can look for another job based on your past success, stay there long enough to reach the same position and go through this all again. Its an option I suppose … every industry has a large number of those reps that move every 2 to 3 years, and at some point they run out of options.
3. You can recognise that you need to do something drastic … its called HARD WORK! It doesn’t feel good to give up those golf games and Friday afternoons. It feels like an uphill battle to add more contacts and chase new clients. It is a grind to research and read about ways to rejuvenate your sales. BUT when you turn things around, when you see the numbers coming in again, when you get the kudos for success THEN you will feel good and you will have EARNED the right to feel good!
IF you have chosen “Box #3 … HARD WORK” then let me help you on your way.
1. I wrote a blog entry called Hit the Sales Wall? 7 Ideas to Get Sales Rolling Again!
2. OK … you took some time and read that blog entry which gave you some ideas. NOW read my blog entry Everything You Wanted to Know About Sales Success.
In our professional career we like to think that we are good at what we do … in sales it is very possible to enjoy success because of being in the right place at the right time. Lasting success only comes from a professional approach and that means hard work.
Last piece of advice … don’t ever take advantage of your position as a sales person to slack off, it WILL come back to bite you. The GREAT sales people are consistent, are driven and don’t need anyone to keep pushing them!
The Sales Manifesto ….
Kevin Dee is CEO of Eagle (a Professional Staffing Company)
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