If you’re in sales, you understand what it’s like to have a competitive mentality and a desire to be the best. We all want to achieve success and be the top producer. And when we see other sales reps closing deal after deal we can’t help but wonder how they do it. Are you just witnessing natural born sales reps with a knack for closing deals, or is there some secret formula that they follow that sets them up for success?
The answer is probably both. And what I mean by probably, is yes there are some sales professionals that have truly harnessed and honed their selling skills and have learned what it takes to close deals. And that always entails going the extra mile.
What I have found is that the most successful top producers follow these 4 rules and as a result lead the pack.
- Stick To The Basics: Hit Your KPIs
This seems basic and obvious, but is often overlooked. When you have realistic goals and a method to hit them, you eliminate room for failure. By having Key Performance Indicators (KPIs) in place you can track your efforts. When you are building your pipeline you can see just how many emails/phone calls it takes to schedule an appointment and potentially close. Keep in mind, by generating a consistent pipeline of leads, you set yourself up to close more than one deal. Each deal may not close in any given month, but doesn’t mean it won’t close the next month. By flooding your calendar with activity, you set yourself up for consistent success. This way you don’t allow one deal to make or break your month. Use your KPIs to your advantage and always be building a pipeline. Remember, activity drives sales.
- Don’t Take Your Foot Off The Gas Pedal
Many people feel that after they make a big sale that they can take their foot off the gas. And truthfully, at that time it is more important than ever to continue to hustle. Don’t get me wrong, it is an accomplishment to be proud of, but it is also your job. As a sales professional, you understand that you will encounter some good months and some not so good months, and the weight of your success should not fall on closing one single deal. If you want to be the best at your job, one sale isn’t enough. As a matter of fact, two sales aren’t enough. Sell more. Never be satisfied. Always stay hungry.
- Never Let A Day Go Wasted
As in any industry, some days, weeks and months can be crazy busy and sometimes you can find it to get a bit slower, especially in the summer and holiday season. This is understandable since many people are out of the office during those times, but truthfully, if you’re in the office that should NOT be a reason for not accomplishing your tasks each day. Don’t let yourself get caught up in the thought that there isn’t anything to be done. There is always something to be done. During “down time” find ways to accomplish your goals and constantly be looking for new business.
- Do “One More”
The more successful sales people I have encountered are those that do not live by the clock and being content with working 9-5 each day. There is nothing wrong with calling it a day at 5pm, but rather it’s how you spent that day and the use of your time. Rather than check off each task on your checklist and call it a day, if you do “one more” thing each day you may find yourself encountering more opportunities for success. You made your 50 calls for the day, great now do one more. You may find that it’s that one more call that you made that is the one that closes. It is the slight differences in the standards you set for yourself that will ultimately affect your success.
If you have realistic goals, the tools, team and resources to accomplish them, the rest is up to you. There is no reason why you can’t be the top producer that people want to emulate. The difference is the in the subtleties. So go out there, build a constant pipeline, use your “down time” as part of your strategy to do more and you will start to notice a change.