Increasing Sales and Productivity: Action and Fundamentals
We recently surveyeddozens of sales managersabout tools and solutions they use to helptheir sales teams be more productive and successful in selling. When I analyzed these expert sales managers' feedback,the key ingredient or "secret" to high sales productivity isACTION!
Ernest Hemingway said, "Never mistake motion for action." This is so true in sales!We can be in motion but not going anywhere.Action means productively moving forward.
The activities of planning, preparation, research, reworking value propositions, andputting together effective presentationsare all important.But without action with clients or prospects, those activities are insignificant.
Successful sales professionals take action when others don't and actions that others won't.
The sales professionals we work with to increase selling skills intellectually agree with the tools, steps and behaviors we outline and practice.What makes the difference in results is that the most successful people immediately put these ideas, skills and toolsinto actionin sales calls.And they make sales.The others make excuses why they couldn't use them, get caught up in busy work and then are surprised when sales don't happen.
Another important aspect of success and sales performance is focusing on the fundamentals.
Michael Jordan, undeniably a long-term example for sports performance, said, "You have to monitor your fundamentals constantly because the only thing that changes will be your attention to them. The fundamentals will never change."
The same is true in our professional business careers: if we want to increase our sales productivity, we need to give attention to the fundamentals of great communication, preparation and follow-up. These are timeless, universal fundamentals.
Want to increase your sales results and success? It's really not a secret after all...move beyond activities that are justmotion. Take purposeful and consistent action and focus on the fundamentals!
What selling fundamentals or action can you take today to set yourself up for success this week? Let us know in the Comments section. Now, "Just do it"!