In the sales process, you are always under observation and it’s uncomfortable for many sales professionals. That’s probably because so many of them hate being held accountable and don’t follow through on what they say they’re going to do. Recently I met with a sales rep who said she was going to follow through on something which was critical to the operation of my business. I am a long time customer, so I’m sure she must have put me at the bottom of the priority pile. It’s three months later and I’m still waiting for it to happen. So I’m talking to her competitive vendor. If she can’t follow through on the little things, then she’ll drop the ball on the big things. . . even though the big one has already been dropped. . .
You can have the greatest attitude, a strong telephone presence, and the best recruiting and client development skills. But if you lack strong work habits, you are destined to failure.
Work habits are comprised of the following seven components:
First, the Plan
The plan is how you are budgeting your time. Your time is fixed and limited and deserves to be allocated in blocks of time. Think of your day starting at 4 pm. You spend the time late in the afternoon divvying up the hours of the next day into segments where each hourly focus is fixated, with laser-beam intensity, on one type of activity. If you spend the block of time on one type of activity (such as only recruiting calls from 9 to 11, or only qualifying calls from 11 to 12) then you synergize your efforts and increase your effectiveness.
Second, the Goals
Start each day by finding the answer to this question: What are the two. . .