How To Improve
Your Sales Productivity
your personal sales productivity these
days? I've got a few ideas on how
you can improve your sales productivity and get more done in less time.
Just keep reading - please.
Doing is better than thinking about
doing! It's so easy to become distracted
from achieving your goals.
a "First things first" approach
to every selling day. Here's what
I mean. Start every day with a "Six-pack."
This six-pack is a list of the six
most important things you want to
accomplish every day. Of course this
list must be in writing and should
be prioritized using the numbers 1
careful of the distractions you’re
dealing with every day. You won't
get much done if you’re tethered
to your cell phone. Your cell phone
can be a time saver and at the same
time a time buster, if you're not
kills more sales deals than anything
else imaginable. Sales professionals
are always thinking about new ways
to attract new business. That's okay
if it doesn't get in the way of getting
think about doing something when you
can simply choose to do it?
of the best ways to get things done
on a daily basis is to put the things
you want to get done on a sheet of
paper. Forget putting it and hiding
it in your computer.
your six-pack on Goldenrod paper.
Keep referring back to it as you work
your way through your list of six
the day, stay focused on your list
and only do another task if it's more
important than one of your six priorities
in your six-pack.
2. Self-improvement is one of the
biggest keys to your selling success
because it unlocks the doors of opportunities
been observing salespeople during
the last 30 years and many of you
try to climb the ladder of success
without a plan.
see, nothing will push you up the
ladder of success faster than having
a plan and having sheer determination.
my wife, Bernadette, to lunch yesterday
at Marina Jack's in Sarasota. The
restaurant is perched on the water
overlooking Sarasota Bay. There was
a 70 foot yacht docked in front of
name of the boat was "Determination."
Having determination makes you unstoppable.
I'm sure the owner of this boat is
not easily distracted from achieving
can achieve anything in life if you
employ your mind and engage your self-development
key word is "Self." Nobody
else is responsible for your self-improvement
because that's entirely your responsibility.
are several resources you should consider:
the Wall Street Journal, www.ezinearticles.com,
audio books and of course e-books.
Look at it this way the size of your
personal library is the easiest way
to gauge your long-term success.
many salespeople get swamped and overwhelmed
and keep trying to dig their way out
of the hole. The quickest way out
of the hole is stop digging.
digging and start learning. And just
as a reminder Google has made learning
a bit easier and less time-consuming.
3. Ask this question every day. If
you ask this question every day you
will automatically achieve a degree
question is "How can I do it
assume your last sales call was terrific.
Ask "How can I do it better"
assume your sales proposal hit the
bull's-eye. Ask "How can I do
it better" next time.
assume you're going to get the business.
Ask "What else can I do and how
can I do it better."
Japanese have a word for this. It's
called "Kaizen." It means
the process of continuous improvement.
the question, "How can I do it
better" will put you in the fast
lane on the road to continuous improvement.
4. It's hard to succeed alone. Maybe
you should consider hiring a coach.
I'd like to share my coaching story
been in business for 24 years. Beginning
with my first year I achieved 18 consecutive
years of increased sales and profits.
That's a pretty good record.
business was good and continued to
grow because of my focus on increasing
my sales and beating "Last year's
numbers" every year.
is a business coach in Phoenix and
his name is Somers White. We talked
a couple of times over several years.
Because of my business success I really
didn't believe I needed a business
was I wrong about that. I hired Somers
White in 2001 and told him to look
at me as a block of Swiss Cheese.
I told him to find the holes in my
office was lined with wall to wall
audio cassette albums. He asked me
how many cassette albums I had.
that ladies and gentlemen was the
biggest hole in my block of Swiss
12 months I sold $100,000 of my new
and first audiocassette album.
point is a good coach can often see
things that you can't see because
you're too close to your business.
productivity is just that - it's personal.
been thinking about launching a coaching
program (Via the telephone) for a
long time. In fact it's been too long.
now I'm doing it. If you have an interest
in taking your business to the next
level take a quick look to see what
I've got for you.
you're a sales manager use this link:
If you're a professional sales representative
use this link:
And please remember this, “If
it is to be, it is up to me.”
in this case the “Me”
are the best of times for you to improve
your personal sales productivity.
For more information about my NEW Coaching programs please use one of these links.
should use this link:
sales representatives should use this
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