What do you think about sales people who always appear to be doing great regardless of how things are going? When things don’t go their way, they seem to have the ability to just shake it off and move forward. When things do go their way, they almost always act as if they expected it to turn out that way all along.
If you look at the way those people handle their sales careers, you might notice that they handle their accounts with that same kind of attitude and consistency too. They dress their best for every meeting and exude the confidence that goes along with it. They take their client’s calls, and take action to resolve issues, treating each situation they encounter as an opportunity rather than a problem.
They put their time and energy into their accounts just like other sales professionals do, they just do it with enthusiasm rather than complaints. The funny part is that they seem to look forward to handling whatever comes their way—both the good and the bad.
Back when you were starting your sales career, one of your goals was to make a good impression with every account. Chances are good that you went the extra mile when you could too. Granted, the accounts you’re handling now are probably bigger. You might even describe your current list of accounts as “comfortable.” But don’t let complacency and a poor attitude become an excuse for letting things slide with any of your key accounts.
As a sales professional, your livelihood will be heavily influenced by the quality of both your attitude and your process, and that means following the same protocols with each of your key accounts.
Making the commitment to being a great sales person is what sets the stage for long-term growth in sales revenue, and it’s a great disservice to your clients to assume that they can’t tell the difference between the sales rep who’s committed to doing what’s best for the them and the rep who’s just putting in enough face time to keep the account alive. They can. So, if you want your revenues to keep growing (because maintaining without growth isn’t an option these days) put aside some time to revisit your sales process, and your attitude.
What are you doing that works? What are you doing that hasn’t been working lately? How consistent are you with your sales process and protocols? Are there times when your assumptions (rather than your research) directly interfere with your process and/or attitude to your detriment?
I could go through the long list of things there are to look at, but you should be able to look at your process, and your attitude, and figure it out. If you’re having trouble deciphering or remembering what your personal sales process is, or you’re realizing that you’ve gotten off track and aren’t sure of how to get back on, or you’re struggling to reclaim your positive attitude, it’s time to schedule a consultation with me so we can figure it out, because:
There’s never a better time than the present to reignite the fire in your gut!
Alan Luoma: I am a Sales Coach with extensive experience in industrial sales, sales management, new
product development, sales and product training. I work with a great national sustainable packaging company and their exceptional distributors to increase sales. My success has been and is in utilizing the Pareto 80/20 principal in business and life. I have become an expert in seeking out and eliminating behaviors that prevent business people from being successful. I am a member of The National Speakers Association and New England Speakers Association. You can view my profile on LinkedIn, or contact me at Luoma@snet.net