As a business coach and TAB (The Alternative Board) Facilitator I found this content insightful and wanted to share with fellow entrepreneurs and those involved in "selling" their ideas, solutions, products or services.
Despite the fact that most owners tend to tolerate sales mediocrity and hang on to weak salespeople way too long, over 50% of sales representatives hired today will not last one year in their company.
The statistics are overwhelming. Mediocrity in sales is rampant. And there is good reason. Most salespeople wound up in sales by default. They did not study Sales in high school or pursue a degree in Sales in college. Most employees in the profession of sales are there because they attempted other professions that didn’t work well for them, or because they couldn’t earn the type of income they desired doing what they originally intended to do. As a consequence, good salespeople are difficult to find and ineffective ones are everywhere.
1. They are Reactive
Effective salespeople are proactive. Ineffective ones are not. Good salespeople have a Sales Plan, a Success Recipe, and a tracking system to monitor their daily activities. Poor salespeople spend most of their time reacting to urgencies and just about any distraction that happens to come along.
2. They Don't Respect Time
There is no such thing as Time Management. There is only Self-Management. Ineffective salespeople lack self-discipline. They do not effectively manage their activities and the way they spend their time. As a result, most of the activities that are absolutely critical to their success (such as prospecting for new business) fall to the bottom of their priority list and often do not get accomplished.
3. They Don't Enjoy Selling
Effective salespeople understand that sales activities are highly varied. Some aspects of selling, like preparing proposals, giving demos, leading presentations, and following up on hot leads or referrals might be considered to be fun. Other aspects, such as cold calling, new business development, and other rejection-laden activities might be uncomfortable. Great salespeople always do the uncomfortable activities, and they do them FIRST. Ineffective salespeople choose to do the fun activities first. Next, they do everything else (like customer service, "researching" on the internet, taking any incoming call, processing emails during the selling day, talking with friends…). At the end of the day (or week), they notice that there was "no time" to do the vital work of prospecting and new business development. This habit is epidemic among weak salespeople.
4. They Don't Listen
5. They Don't Employ a Process
6. They Don't Have Control
7. They Choose Ineffectiveness
Do your salespeople possess any of these ineffective habits? If so, how much do you think it may be costing you, and what do you intend to do about it?
The majority of effectiveness in sales is not a result of intelligence, tactics, or tools, but is primarily a result of choices, attitudes, and habits. Effective salespeople are simply willing to choose and commit to do the things that ineffective salespeople are not willing to do.
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