Sales Training 101 – Why Consistency Matters to Sales Professionals

 

With the right sales training, sales professionals know it is important to take the time to make outbound selling calls and set up meetings with prospects and customers. So why is it so hard to set aside that time and get it done?

Often, as sales professionals we feel there is very little risk to putting it off. Or, maybe we’re too heavily focused on today’s problems to think about tomorrow’s problems—which could be bigger and worse if we don't look for more business today. Or, we might just have terrible time management skills and find it difficult to schedule ourselves, letting our time be dictated by how we react to daily events.

In addition, there are risks to lack of consistent effort. For one thing, we don't develop the level of skills required to get results, costing us business and allowing competitors to outsell us. Not a very impressive performance, our boss viewing it as average or below. Our sales training taught us better than this. If we're not working hard today to develop business for tomorrow, we could find ourselves in a difficult position in the future, either not meeting our sales goals, or not making enough income to survive.

Consistency pays off for several reasons. Practice makes us better. Experience makes us smarter. And with this, selling gets easier. Between our sales training and our experience, when we really need great selling skills to succeed, they are there.

 

Here are five tips to increase selling consistency:

·         Schedule time for specific selling activities, such as prospecting.

·         When you’re successful, don’t get complacent. Continue to spend time on the activities that brought you success.

·         Consistency is easier when you turn a sometime-behavior into a habit, so commit yourself to building one positive new habit over the next 30 days.

·         Spend fifteen minutes at the end of every day thinking about what you should do tomorrow—and start every day by consistently doing the top three selling activities on your to-do list.

·         Write down your goal. Read it every day. Know what it takes to achieve it. Do what it takes to achieve it relentlessly, every single day.

Good selling!