Get Organized - The Importance of a Sales Process
By: Bill Mooney, Director of Sales & Sales TrainerIn my experience conducting inside sales/Prospecting workshops my favorite question to ask the attendees is, “What characteristic do you think the most successful salespeople share?” Some typical responses include:
The common misconception is that to be good at sales you should be the life of the party and extremely extroverted. While these traits are great and can help you in sales, the most important characteristic is being organized and having an extremely thorough process and sticking to that process. Every workshop I do, I ask the highest performing reps what their “process” looks like or their “strategy” for XYZ. These highly successful sales reps can always give me their plan of attack with extreme detail.
At Vorsight, one of our best reps blocks off time on her calendar for certain activities and holds herself accountable during that time block. For instance, she will have two hours blocked off during which she adds ten new prospects to her call list before starting anything else.
My tip of the day is to get a plan and stick to it. Happy selling!
Posted by on 07/01 at 07:30 AM
