Last week I discussed the simplicity of the daily selling “Grind”! Many salespeople will not do daily behaviors. Doing and tracking is hard. A lot of salespeople get little or no training in selling behaviors. I have met, hired, and fired salespeople who are afraid of the accountability a system creates.
The best most productive and highest paid salespeople are lifelong learners. They embrace continuous sales training and get onboard with daily behaviors; they understand the power of doing the numbers every day. A day missed is potential lost sales.
I believe many people think sales requires an inordinate amount of time. Daily phone cold-calling, fitting as many appointments in as possible, working 12, 15, 18 hours per day.
Depending on your goals and the goals of your organization you can set up a daily set of behaviors that produce desired results and work 8 hours or less and be very productive.
Do daily numbers go home every night and know sales and goals will happen. Work a little harder the week before a vacation and go away knowing everything is still happening and sales will continue.
However, from experience I have seen many salespeople who just cannot get into the daily habits and they fail to make their goals and sales happen.
I tell every new salesperson what to expect and that there will be great sales training, continuous sales training, and a minimum set of daily behaviors. The daily behaviors are recorded tracked and accountable, for continued employment.
I usually get feedback and sometimes push back on this.
What are your thoughts?