Sales are truly the life force of every company – without sales, the cash is not flowing. Without a cash flow, there is no business. As a result, the best salespeople will have developed a routine and rhythm to life that ensures they remain at the top of their game no matter what state the economy is in.
Entrepreneur and motivational speaker Jim Rohn said: “Motivation is what gets you started. Habit is what keeps you going. The powerful aspect of routine is that it creates a momentum for growth, an energy that helps you to propel forward, even when the going is getting tough.”
Here we have outlined the five top daily habits of salespeople. Adopting these habits will help you to get into the mindset of those who consistently excel in their roles.
- They plan for tomorrow, the day before.
Knowing exactly what you are going to do as you sit down at your desk and start your day will prevent you from procrastinating. Leonardo da Vinci once said: “It is easier to resist at the beginning than at the end.” So, jump straight into the most difficult, challenging and painful of tasks.
Brian Tracy, in his book ‘Eat That Frog’ explained how starting the day by doing what you were most dreading will give you the satisfaction that the worst is over. As a result, ‘eat that frog’ has long been used as a metaphor for avoiding procrastination, knowing how to start the day, and working towards greater productivity.
- They take care of their health and fitness.
Taking care of your health and fitness not only ensures that you are looking after yourself physically, but it also helps you to function better cognitively. A poor diet, lack of sleep, and general lethargy will dull your thinking, increase your anxiety, and make you more prone to stress and overwhelm.
In turn, this will come across in the way you deal with clients. Your energy levels will flag, and you will not give them the motivation, confidence, and reassurance that they would need in order to buy your products and services.
- They use technology to stay organised and focused.
Technology has become a crucial part of the sales process, ensuring that the communication is consistent and transparent from initial prospecting right through to customer retention and upselling.
A good salesperson will know that automating the sales process through technology needs to be embraced at every level and new innovations assessed and adopted if they are to stay ahead of their competitors. Particularly in a challenging economic climate, when the size of the pie diminishes, and you have to work even harder to maintain your slice of it.
- They know how to manage their time.
Time blocking is one of the most important aspects of increasing productivity. Every top salesperson will block chunks of their time to ensure that they are focused on key KPIs and income-generating activities.
- They focus on relationships, not transactions.
A transaction is a one-time thing. A relationship is long-term and could involve a number of transactions. A good salesperson will ensure that they focus on the long-term relationship, building a fair exchange of value into that relationship to ensure they maximise any return out of a client. They will even sacrifice short-term gain if the long-term profitability looks promising.
Customer satisfaction and relationships are at the core of everything that they do, and that comes across in the time they use their time.
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