7 More Tips on How I Sell More and Get More Done Part 3

Posted by Dave Kurlan on Mon, Jan 09, 2017 @ 09:01 AM

discipline.jpg
Image Copyright: 123RF Stock Photo

Who knew that this would turn into a series?

Part 1 and Part 2 were very popular and centered around productivity and technology, but not selling competencies.  This post presents Part 3, which although having a different perspective on selling more and getting more done,  stays away from selling-specific competencies like the other two entries.

Focus - While most people are fairly distractable, I am not.  I don't flip to my email every time an email arrives.  I don't socialize in the office.  I don't answer calls if I am in the middle of something else and I am a slave to the clock.  If my calendar says I'm supposed to be working on something at a particular time, when that time arrives I am working on that project.  You simply cannot distract me.

Discipline - I believe that discipline can compensate for some of the gaps salespeople have with their selling strengths and skills.  They say that 50% of success is showing up. Discipline is the sales version of showing up.  It's doing what you don't feel like doing, saying what you don't feel like saying and asking what you don't feel like asking - always and without exception.

Energy - I know the times of day when I have the most energy and make sure that I schedule the most demanding work for my high energy times of day.  For me, that means nothing that requires a lot of attention, focus, emotion or energy in the middle of the afternoon.

Commitment - You can't be somewhat pregnant and you can't be somewhat committed.  Either you're all in or you're out.  Whatever it takes baby.

Selection - On the selling side of things, you must determine what kind of salesperson you want to be (and your sales manager might have something to say about this too). Option 1 - schedule calls/meetings with anyone who will talk with you and close what you can.  Option 2 - be selective about who you schedule calls/meetings with and close most of them.  Option 1 means working hard and option 2 means working smart.  Option 1 means your pipeline will always be full.  Option 2 means that your win rate will be high.  Option 1 means working hard but there won't be much pressure because you will always have closable opportunities.  Option 2 means working smart, but there will be tremendous pressure to close everything that is in your limited pipeline.

Pressure -  Speaking of pressure, you should know how effective you are at handling pressure and lots of it.  Ideally, you must be at your best under pressure but if you aren't, you must find a way to avoid putting yourself in pressure situations.  That means you must always be ahead of where you need to be.

Outlook - This is about your attitude and how you feel about yourself.  When your outlook is poor, it has a negative impact on bravery, tactics and work ethic. It can happen to anyone. For most salespeople, certain people, events or words can trigger a negative change in outlook that instantly shifts your focused, energized, committed and disciplined self to someone who suddenly isn't able to act that way. You must be able to identify those things or people that can trigger you.  What triggers you?  How can you prevent those triggers from occurring?  How can you prevent those triggers from affecting you?  At best, you are rarely triggered and recover quickly.  At worst, this can cause a daily interruption and consistently take you off of your game.  If there is one thing that you must absolutely learn to control, it is Outlook.  This 2-minute video clip from Game of Thrones is a great example of what happens when outlook goes south.

Topics: Dave Kurlan, sales disciplines, sales focus, sales targeting, commitment to sales success, energy, outlook

Make Your Salespeople Focus on This to Grow the Business

Posted by Dave Kurlan on Wed, Sep 05, 2012 @ 06:09 AM

After being on vacation for parts of the past three weeks, it's important for me to quickly determine what I need to focus on today, my first day back.  Of course, my calendar and task list suggest that most of the day has been laid out prior to my vacation, but there is so much more to refocusing myself than what appears on the calendar and task list.  As a matter of fact, most salespeople struggle with what to focus on even when they have not been away.  And sales managers are often unable to help because they have the same problem.  If they ask, their question is probably, "So, who will you be talking with today?"

Let's focus on the only tool more important than the calendar and task list - your pipeline management tool.  Most salespeople, despite dozens of CRM applications from which to choose, still don't fully comprehend pipeline management.  And if they don't get it, they probably aren't managing it!

Whether it's a return from vacation, start of a new year, beginning of a new quarter, the first day of a new month, or even a Sunday evening, the starting point should be a salesperson's pipeline.  While sales processes have varying multiple steps, the pipeline must have exactly four stages.  When we pay attention to the pipeline, we can narrow the focus even further and determine:

  • How many opportunities must be added (to suspects)?
  • Which opportunities (from prospects or qualified) need to be moved forward?
  • Which opportunities (from closable) need to be closed? 

Not part of today's topic, but worthy of its own discussion, is the fact that most pipelines are not accurately staged.  Should you Restage Your Pipeline?

sales pipeline

When salespeople begin with the calendar and task list, they can get through the current day, week or month.  When salespeople begin with pipeline management, they can grow the business.  So, rather than, "Who are you seeing today?", the sales manager should be asking, "After you review your pipeline, what must you do to grow the business?"  And the answer must take the form of: 

  • I need to add n prospects.
  • I need to get movement with the following opportunities.
  • I need to get these opportunities closed.

Given the busy calendar and task list, the next question to be answered is how do your salepeople manage their time so that the requirements identified above are integrated rather than postponed until they have time?

Make sure that your salespeople schedule time - appointments with themselves - for completing all of the required calls, emails, and follow-up.

Refocus on the pipeline because the calendar and task list are already in place!

This is one of many important topics which we will discuss at my Fall Sales Leadership Intensive which is less than one month away.  I believe that we have 2-3 seats left, so if you wish to attend, you should let me know ASAP.

Topics: sales competencies, sales culture, Dave Kurlan, sales management, sales focus, pipeline management

View All 1,600 Articles

About Dave

Best-Selling Author, Keynote Speaker and Sales Thought Leader.  Dave Kurlan's Understanding the Sales Force Blog has earned a medal for the Top Sales & Marketing Blog award for six consecutive years.  Dave's Blog earned a Bronze Medal in 2016 and this article earned a Bronze Medal for Top Sales Blog post in 2016. Read more about Dave.

Email Dave

View Dave Kurlan's LinkedIn profile View Dave Kurlan's profile

Subscribe 

Receive new articles via email
Subscribe
 to the Blog on your Kindle 

Search the site

 

Audio Book
Top 30 on Kindle
Top 100 on Amazon

Awards

 2016 Top Sales & Marketing Individual Blog - Bronze

2016 Top Sales & Marketing Blog Post - Bronze

2016 Top Sales & Marketing Assessment Tool - Gold

Top Sales & Marketing Awards 2015 -  Bronze - Thought Leader

2016 Top Sales & Marketing Podcast - Gold

2016 Top Sales & Marketing Webinar - Gold

Top Sales & Marketing Awards 2015 - Bronze - eBook/White Paper

2016 Top Sales & Marketing Blog

Dave Kurlan Top 50 Sales Influencer 2015

Sales Pro Insider Blog

Top 50 most innovative sales bloggers

Top100Strategic

Top100SalesInfluencersOnTwitter

Sales & Marketing Hall of Fame Inductee

Hubspot Top 25 Blogs

 

Free Tools

Sales Process Grader

Sales Candidate Assessment Free Trial

Sales Ghost Calculator

Sales Force Grader

Sales Hiring Mistake Calculator

FREE Recruiting Process Grader

Other Great Sites

top sales world

Evan Elite Promotion New

 alltop