The best salespeople have many qualities, but in terms of productivity these are just a few ideas :
1. They maximize time with clients and prospects.
- They make it a priority to fill up their calendar.
- They go out of their way to have meetings, never putting them off because they are inconvenient or might entail a drive.
- They will fill their calendars out into the future, and group meetings by geography or building. If you have to drive to a meeting then who else could you meet while there.
- They recognize that time spent with any influencer is good … this could include assistants, receptionists, contractors etc.
It is difficult to get past Zig Ziglar’s obstacles if you are not meeting with, and listening to, your client and understanding her situation.
“Every sale has five basic obstacles: no need, no money, no hurry, no desire, no trust.” Zig Ziglar
2. They set themselves mini-goals. They will likely already have targets set by their company, but they set their own to motivate themselves. Here are just a very few ideas:
- an increased number of meetings this month, by some number or percentage;
- an increased number of calls out;
- an increased number of telephone conversations;
- an increased number of warm leads; and
- an increased number of written cards thanking clients.
All of these will be in addition to their own company targets that will likely be revenue, margin or profit focused.
“Sales are contingent upon the attitude of the salesman, not the attitude of the prospect.” William Clement Stone
3. They focus their efforts on “high return” activities. Salespeople are paid to generate revenues. Tasks that are not focused on that goal will always be secondary.
- They will be super organised, with great time management skills.
- They will chase leads.
- They will chase and build relationships … that are meaningful.
- They will push their internal colleagues to meet the needs of their clients.
- They will bring added value to their contacts wherever possible.
- They will get their vital administrative work done (CRM notes, account collections etc) but secondary to the higher return activities that lead to revenue.
- They will not allow paperwork, busywork, “administrivia” or any non-vital tasks get in the way of their success. (Note the difference between vital and non-vital admin!)
- They take full advantage of their work day, and will put in the extra time whenever needed.
“Everyone lives by selling something.” Robert Louis Stevenson
Would you add anything to this list of what successful salespeople focus their time doing?
Kevin Dee is Chairman and founder of Eagle (a Professional Staffing Company)
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