Why do most people just make it in their sales career and not succeed? There are three main reasons why sales professionals don’t make it to the top 5% of the sales rankings. Have you ever done an inventory check on your own career to see if you are doing these three things and doing them consistently?
- Always Be Cultivating- Some of the best of the best consistently cultivate. No matter how busy they may be or how good things may be going at that time, they always make prospecting for new business a priority. Prospecting is not seasonal nor is it something to do when you are bored or business is slow. You may have a full pipeline in the works or maybe you are an account manager and you are responsible for managing millions of dollars in revenue but at some point you will need to replace those accounts or clients. There is something called client retention and new business acquisition and most companies put a higher value on new accounts. This is how their business grows and this is how your personal book of business grows. If you are putting new business prospecting on the shelf then you are willing setting yourself up for failure. You’re playing sales roulette. You need to always till the top, turn the dirt and keep planting the seeds. Remember what brought you to the place where you’re at in the first place.
- Don’t Be a Busy Body- There is a big misconception between being busy and being productive. The best example I can give is the difference between a car being in neutral and in drive. The car is still on in neutral but it’s not going anywhere unless you put the gear into drive. This is the same for anyone who is in sales. Some sales people think that busy is a good quality to possess until they realize that their results don’t represent the work they put into it. What does this mean? This means that you need to “clean out the closet” and look at your time wasters. This reminds me of a sales rep that used to work for me. Everyday, he would come into the office with a stack full of business cards and he would sit there at his desk shuffling through these business cards, staring at them and putting them in alphabetical order…believe it or not. Everyone would egg him on asking who he had in the pipeline. He came into my office one evening and told me he had some great news he wanted to share with me. I was sitting right across from him as he pulls out what must have been 20 pages of leads filled from the top of the page to the bottom. He let me know that his pipeline was growing and he now had 300 hot leads that he was working on. What came next was as Oprah says was an Ah…Ha moment. I asked him to bring in his business cards so we could review his pipeline. His pipeline was a pipe dream and it was a commission robber and time-stealer. I took his business cards and inserted them into the circular file and showed him why i did that. He was average far below the average rep and was sitting in the bottom 25% of the rankings for sales reps. He had not made a commission check in the last month so after realizing how much time he was wasting on busy work…he identified prospects that he had met with twice in the last couple of months and targeted those leads. We met on a Monday and by Friday he had doubled his productivity than the month prior.
- Yearn to Learn (Reading, Seminars, Audio books)-When was the last time you picked up a book, invested into a sales seminar or listened to an audio book that challenged the way you thought, worked and helped you to sharpen your skill set? If you aren’t growing then you’re dying. Some of the best of the best out there today, even as successful as they may be still invest into themselves. Learn how to critique yourself on a monthly basis. Identify how many prospects did you reach out to, how many thought provoking conversations did you have and what percentage of those turned into clients. Are you consistently increasing your earnings on a monthly basis or are you experiencing the ups and downs. You can only learn so much by doing the work…and why do I say that? Most of us who are in sales will learn through first hand experience but because we all have our limitations and we only know so much, you become your own ceiling and limit your earning opportunity. You need to desire continued learning and education and I don’t mean going to school, I mean the resources that are out there for any of us to utilize. Whether it’s a book, a seminar, audio books, researching online or watching videos on Youtube…the more time you invest in yourself, the better you will become and the more money you will end up making.
Apply these 3 keys to success and you will see the difference in your level of success. The beauty about sales is the ability to dictate your own earnings and you earn what you’re worth. Make the most out of the opportunity you’ve created for yourself and you will have a long-term career in sales.