Every salesperson and sales leader have an overflowing platter of things to do: goals to achieve by the end of the year, new customers to find, managing back-orders, troubleshooting problems, and the list continues. There is certainly no shortage of things to do in a day.
In the past few years, I have noticed that the already full plate that everyone has in front of them has become an overflowing platter of things to do with the expectations from senior leadership and the demands from customers on the rise. As demands on our time increase, we still strive to say “Yes” to our customers and continue to invest the time to build strong partnerships with them. Salespeople and leaders are working more hours than ever to plan and strategize to achieve their double-digit growth expectations. Winging it is no longer an option!
Long ago are the days of extended customer lunches, several golf days in a year, and leaving early on Friday afternoons. These things are almost non-existent!
Something must give! My suggestion to the sales professional is this – decide what sales disciplines will help you become a high performer to outperform your competition, exceed sales goals and customer growth demands. Consider how you will continue to earn your customer’s trust, credibility and gain more business. Ponder what has worked for you in the past, and what will work in the future.
More importantly, you must decide what you will say “No” to. There are more distractions vying for your attention than ever before. Hundreds of emails, texts, high maintenance customers, and big territories with a ton of windshield time are all distractions pulling your eyes away from the sales dashboard of goals and activities.
In working with thousands of top performing sales professionals, Teneo has identified 10 + 1 Disciplines that help turn sales professionals into high performing individuals and teams. We are also building our list of the Top 10 Distractions that get in the way of maximizing a productive sales day. We’ll be sharing these Disciplines and Distractions in future blogs and video blogs – so, stay tuned for those!
This week, I challenge you to identify your top 3 sales disciplines, which you want to say “Yes” to. These disciplines will help you to maximize your sales day, your territory and sales year. Then, I want you to identify the top 3 distractions that are preventing you from having a productive sales day. Identifying your top 3 disciplines and distractions will help you to proactively and strategically begin planning for next year and even help you look towards 2020! To hold yourself accountable to saying “Yes” to disciplines and saying “No” to distractions, I would suggest emailing, texting or tweeting your disciplines and distractions (even though that could be one of your distractions!). Reclaim your time to focus on disciplines and reduce distractions to maximize your sales productivity.