By Bill Bartlett
Do you “sell to live” or “live to sell”? I have been training sales people for over 16 years and have found a common trait in the highest performers: they “live to sell”. They love prospecting for new business opportunities. They love being in the role of “closer”. Their sales quota is a benchmark that they regularly exceed because just hitting quota makes them “average”. They don’t hide from the fact that they sell by putting words like “account manager” or “territory manager” on their business cards. They have turned the buyer-seller relationship into a game-A game with rules that they create!
All games have rules. Here are the rules to which the upper echelon of sales people are committed:
1. You have to be a hunter to survive. Hunting means spending 60% of your month finding new prospects. By the way, most sales people fail because they approach selling like farming; they plant seeds they hope and pray will grow into their existing customer base.
2. You cannot manage time. You can and must identify and execute behaviors that enable you to master it. Winning sales people know that the phrase “time is money” is a misnomer. They know they can always make more money, but they cannot recover time that has been squandered. They identify income-producing activities and focus on them in a laser-like fashion during their “pay-time” hours. (more…)