Walloping Those Sales Demons

I often chuckle when reminded of an independent financial advisor, Lenny who referred to his business efforts as hunting for the biggest bear in the woods. He spent a great deal of time tracking down the largest critter in the land and every now and then bagged the grand trophy, but when his shot failed him, he became fearful of surviving leaner times. Lenny frequently ignored the opportunity to gather in the smaller yet bountiful resources that would sustain him through the harshest times and allow him to thrive when that champion trophy was out of sight.      

What matters most in the world of sales? That’s easy, generating sales and reaping the rewards of the commission. Is that happening as often as you would like? Are you performing at your optimum level? Are you sitting around waiting for that big ol bear to jump out of the woods?

The key to replicable success is having a balance between structured activities and the formulation and maintenance of trusting relationships. The value of making calls, scheduling meetings and acquiring the client is obvious and an absolute to success. The importance of building quality professional relationships is undeniable, but the critical steps are often forgotten or missed. 

Successful sales requires structured activity and that is easy for some. It can be quite challenging for others, especially for those who are working for themselves or have the added pressure of generating commissions. Many professionals are impacted by the pressures of having to structure their activity when business isn’t flowing as expected. Worry and anxiety frequently appear and can derail focus and intention for brief and even extended periods of time.

During times like these, I urge Action over inertia. Start with small routines that can lead back to focused and planful activity. Make a commitment to develop habits that disrupt self-defeating behaviors, such as:

·    Exercising for 10- 15 minutes before going into the office or at the office. This can increase energy and concentration  

·    Develop a plan of action for your day the night before (identify 1-5 clients you want to reach out to in the a.m.)

·    Create a daily inventory of your strengths (know what you do well and know how to communicate that), goals and successes,

·    Get to the office 10 minutes earlier than usual, pick up the phone and dial as soon as you sit down at your desk (this limits the time you have to talk yourself out of the call).

·     Avoid checking voice mail and leave your computer off until you make all of your planned calls.

·     Alternate difficult tasks with easier or more enjoyable ones.

·     Set manageable and attainable goals (remember Lenny and the Bear).

·     Ask for help when you need it.

Effective follow through, mindful activity, skillful time management, focused and effective communication are critical keys to success.

Working with a coach offers an opportunity to build focused intentional routines that can lead to successful outcomes more consistently. This process focuses on maximizing strengths, minimizing self-defeating behaviors, developing strong habits that sustain success and maintaining consistent intentional and proactive activity.

Happy Hunting!