Do you know the difference between sales and marketing?
Some firms like to give their sales reps the title of marketing representative to make it a softer presentation. The problem is in communicating what they do. Thinking in simple terms, marketing will lead them to the water, sales will (if effective) teach them to drink. Tell them what you do.
Shift your paradigm.
For those not familiar, a paradigm is a standard pattern or norm. People who are ineffective with their current norm, would greatly benefit from shaking things up and trying a new approach. I’m sure you have heard society’s definition of insanity: doing the same thing over-and-over expecting a different result.
Are you showing up physically and mentally?
The typical sales position leaves a great deal of room for the idolized flexible schedule. Unfortunately, there are few people who are successful at having both a flexible schedule and successful sales levels. The rule of thumb for a sales schedule is to be diligent about being in the office from 8-5 unless you are meeting with a client.
Establish good habits.
Feeding off the above example, it’s easy to consider yourself in sales and still be in your pajamas at 10am, running errands, helping out friends or doing excessive networking. You must act like being in the office drives your success, in order to create a habit of success.
“People fail to achieve mastery not because they aren’t talented but because they aren’t disciplined.” -Dan Pink
Action orient your goals.
Everyone needs goals, yet it’s not enough to put them on paper. Implementation is the key. Planning, creating a business plan, marketing plan and daily contact calendar are great ways to get started however, make certain you deliberately put each item into action.
Face your fears.
Whatever you are most afraid of, do it first. I was talking with a friend that motivates young sales representatives. He told me that he challenges them to get kicked out of a prospects office at least once a quarter. This task teaches them to push for the sale in spite of their personal fear of asking for the business. Additionally, these challenges always make them exceed their goals.
If you are afraid of someone saying no, ask more often. If your palms get sweaty when you make phone calls, increase your call ratio. The only way to overcome obstacles is to get used to navigating them. Knowing that a necessary action makes you uncomfortable is the best reason to attack that task first.
“Successful people maintain a positive focus in life no matter what is going on around them. They stay focused on their past successes rather than their past failures, and on the next action steps they need to take to get them closer to the fulfillment of their goals rather than all the other distractions that life presents to them.” – Jack Canfield