I have had many salespeople work for me. Some are successful and some are not. Yet they all seem to be working hard. Some seem to work so hard that they are frequently overwhelmed. However no matter how hard a salesperson works it doesn’t always translate in sales. Whenever I meet with the unsuccessful salesperson to discuss how they might improve I usually find the same conversation happens. They do not know why they aren’t doing well. They work very hard. They believe in the product. They have a good attitude and are enthusiastic about what they do. Many times they are very organized and their paper work is in good order. So what is the problem? Why are they not successful? It is very simple. They do not make enough sales calls! These salespeople get so involved in the busy work of what they do that they do not focus on the key actions that are needed to accomplish their goals. OMG you may say, how simples. However this is something that I find again and again. The difference between a successful person and an unsuccessful person is the successful person makes sure that each day they do the key tasks that will propel them to achieve their goals. When you write your to do list for the day make sure that the key tasks you need to do are on your list. Put an “A” next to these to do’s and do them first. If you do this and nothing else that I tell you, you will find that you successes grow exponentially.



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