This is the tenth in a series of posts about taking control of your sales destiny and achieving sales success.
Tip #10: Propensity for Action
Perhaps the single biggest issue that sales reps face when it comes to controlling their sales destiny is the failure to ‘execute’ or execute consistently.
Put another way, they fail to consistently take effective action on those tasks and activities that have the most significant impact on their sales. Or put yet another way, they have the tendency to procrastinate on key priorities. For instance, active and ongoing tele-prospecting (business development, cold calling …whatever you want to label it) is often a task that is delayed or whittled because it is not always pleasant. Yet we all know how important and vital it is to success.
So, here’s the moment of truth: are you guilty? Some of the time? Often?
The Thick of Thin Things
You see the problem is it gets easy to get caught up in the thick of thin things. It gets easy to clear up our e-mails instead of picking up the phone and calling a prospect. It is so much more rewarding to surf the net to do ‘research’ on a prospect rather than call that prospect. You know precisely what I mean, don’t you?
Not surprisingly, 80% of your success in sales will come from about 20% of all your daily activities. At the top of the list are actions like: cold calling, following up on leads, actively up selling and cross selling, developing relationships and selling to existing clients, gathering referrals and a few others.
Successful reps – the top of the heap reps- have a propensity for action. They do it! They clearly know their priorities and they make the habit of acting on them. They know that if they act on these important activities and do nothing else, then they’ll succeed. In fact, an average sales person who has clearly established his/her sales priorities and who gets important tasks done that relate to those priorities will run rings around everyone else. The point is: you don’t have to be a genius if you act and act wisely.
Do you have a propensity for action? Here are four actions to get you going:
Action #1: Identify the top 3-5 priorities in your selling day. These are those important, sales building and sales sustaining activities that will produce consistent sales results. (e.g., prospecting … I know…you’ve heard it before). Do it right now!
Action #2: Commit to those priorities by scheduling precisely when you’ll do them. Block out chunks of time. Tip: the action that you dislike the most should be done first. Get it over with. Schedule these activities for the next four weeks. Put them in your Outlook or CRM or whatever you use. Just do it. Like, now.
Action #3: Discipline yourself to follow your plan. Resist the urge to do something less important or trivial. CHOOSE.
Action #4: Pause and think. Throughout the day ask yourself, “is what I am working on truly contributing to my sales destiny?” If not, consider what you should be doing.
Remember this: propensity for action doesn’t mean scurrying about looking busy. Looking busy doesn’t buy you diddly squat. It means definitive action of those items that are significant and important.