There’s no doubt about it, sales can be grueling, gritty, relentless work. Our competitors, our clients, our “hot” product, the landscape itself, our world is in a constant state of change. As salespeople, we must be agile, constantly reading and learning more about industry trends, target clients, and innovative ways to connect with our markets. It doesn’t matter how much you exceeded quota last year or even last half, our business is all about “what have you done for me lately?” Amidst all of this change, and inevitable pressure, how can you consistently set yourself up for success and get your mind right, A-Playa?
Don’t Live and Die By Your Numbers!
No doubt that a good production day can leave you riding high out of the office with a nice payday to boot. Yes, those days feel fantastic! On the flipside, if you couldn’t get anyone on the phone, your appointments canceled, and those you did speak with were dismissive and uninterested, it’s
hard to remember why you love your job in the first place. Not only that, even a big day in sales can make for a lax tomorrow; I’ve seen it. “Psh. I killed it yesterday, so I’m gonna take it easy.” No matter how you spin it, in order to consistently do well and enjoy sales, it’s got to be bigger than your numbers. So how do we get out of this quota-centric tailspin? And how do we “wake up on the right side of the bed” day in, day out and set the intention for a flipping awesome day? As @keenan always says, SALES IS CHANGE. And as Gandhi says, “BE the change you wish to see in the world.”
Plan Your Work and Work Your Plan
At the end of each day, take the time to reflect and preplan. You may already be creating a wrap up at the end of each day to share with your sales team. This is an excellent way to review steps you took today to move the sales needle and it’s the perfect springboard for a preplanning session for tomorrow. You’ve compiled a list of all of the meetings and demos you set, the opportunities you uncovered, the cases you closed, and the meaningful conversations that you want to follow up on. From there, it’s easy to think up your next mutually beneficial move for each prospect and client. Create a task list for tomorrow and also set calendar reminders for follow-ups that require attention further down the road. You’ll be amazed at how much easier your day will flow. No more blank-staring at your computer screen trying to figure out who to call next. No more calling “just to follow up”; you now have a specific reason for reaching out, based on a promise you made before. Because you’re getting so much done you can drop things to respond to inbound needs and easily pick your agenda right back up. It will literally pay to plan your work and work your plan.
The Art of Inspiration
Not even Mr. Sunshine-on-my-gosh-darn-shoulders, John Denver is always on his a-game, so what can we do to always show up on the job with our best foot forward? The answer is simple. Look for inspiration and start and end your day with a dose. Geoffrey James was kind enough to compile a list of 21 videos that are sure to inspire. YouTube is chock full of successful people willing to share golden advice and personal stories of challenges and triumphs they’ve faced along the way. And don’t underestimate the power of a good old-fashioned book. If you’re stretched thin and can’t find the time, take in a podcast or two while you’re running errands or drudging through your daily commute. You can find the podcast version of @keenan’s and my Sales 411 YouTube show, The WORD, on iTunes & SoundCloud! (hint, hint. Winky face) Or if you’re looking to turn off the thinking altogether and sing/dance through those times, check out Sales Pump on Spotify (Caution: Explicit, Parental Warning). We’ve got your sales motivation covered at A Sales Guy! 😉 If you have a particularly difficult challenge or are in need of some good old-fashioned, straightforward advice, hit me up on the twitters with #heykeenan. @keenan will serve up a custom knowledge bomb just for you (and the rest of the world)! Till next time, get your mind right, A-Playa! xoxo – Kiki B