8 Things All Salespeople Should Do That They Probably Don’t
Salespeople have enough to worry about. Between demanding customers, pressuring sales managers, and the looming quota it can be difficult for sales reps to find time for other things. But it’s important to take a step back and ask yourself what you’re not doing that might help you become a better salesperson.
Top tier sales reps always question what they’re doing and adjust accordingly, even if they’re performing well. There is always room for improvement no matter how good you already are. Here are some things that all salespeople should do which many salespeople typically neglect. And if you want to make more money, try using Spiro.
1. Listen to their calls
When was the last time you listened to your sales calls? It can be very enlightening to hear how you sound on the phone and, more specifically, how your interactions with the customer go. You can spot weaknesses and mistakes, and correct them on your next call.
2. Read about sales
Learning about various techniques, concepts, and scientific studies can help you sell more. There are no shortage of books and articles about sales. The trick is to be able to identify the difference between self-promoting charlatans and those who are actually experts in the field. A great place to start is the Harvard Business Review.
3. Identify conversion rates
Do you know where in the sales process you perform the best? Do you know where you need help? By reviewing the data in your pipeline, you should be able to identify your strengths and weaknesses, and then focus on where you need to improve. If you don’t know what’s broken, how can you fix it?
4. Prioritize
Not all behaviors at work are created equal. There’s an old saying, “Work smarter, not harder.” This means doing only those things which will be more likely to close deals first, and putting off inconsequential busy-work for later. Calling a hot lead is a lot more important than updating the design of your email signature.
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5. Budget
Salespeople have fluctuating pay structures, which can ebb and flow over time. Unfortunately, many salespeople aren’t great at budgeting during the great times for the lean times. Set a monthly budget for yourself and stick to it instead of spending you big commission checks as they come in and scrambling to keep up with bills if you have a tough month or quarter.
6. Role play
This is probably one of the most neglected things a salesperson can do to improve their performance. Practicing overcoming objections and becoming adept at sales conversations will help anyone sell more. Role playing should be a part of regular ongoing sales training.
7. Exercise
If anyone tells you sales isn’t stressful, then they don’t work in a true sales job. Stress and demanding hours make it more difficult for salespeople to find time to exercise, but it’s something that shouldn’t be neglected. Exercise keeps you healthy, gives you energy, and decreases stress, all of which will help you be more successful at work.
8. Ask for feedback
Don’t be too stubborn to ask for feedback from your customers, your coworkers, and your sales manager. And don’t get defensive when you hear feedback that you don’t like, because that’s when it’s probably going to be the most helpful. Be able to take constructive criticism and use it to become better, and you will develop as a salesperson and be more likely to succeed.
Just do the things all salespeople should do anyways, and you’ll stand out as exceptional.
