Tuesday, March 30, 2010

Great habits for sales people

The habits you see now will only become more ingrained over time

What a beautiful garden

We recently moved into a new street.

I noticed that there is a house at the end of the street that has the most immaculate front garden.

Beautiful hedges, greenest of grass and never a stray leaf. Almost every time I walk past this house the owner is in his garden.

He’s beavering away. Trimming, pruning, nipping, cutting.

It might be his hobby, a form of therapy, who knows? I’d say that it’s become a daily habit for him.

Are you still hosing your driveway?

I also noticed yesterday that not only was he watering his plants, but he was also giving his concrete driveway a well deserved drink. Seems a bit strange. Not only is it illegal in Sydney, but it’s also a complete waste of our drinking water.

Then I thought, well, he’s probably always done it, so the chances of him stopping doing it in the future are very unlikely.

The older people become the more ingrained their habits will become.

So as a sales manager how does that help me?

Get them started with great habits from day 1. Recruit wisely and develop your people. Ensure you are clear on the behaviours you are consistently seeking.

10 habits I see in great sales people


1. They make telephone calls every day to potential and existing customers. (How about 10 by 10? 10 calls by 10am)
2. Always asking their satisfied customers for referrals
3. Working on getting better at using their technology – sat navs /blue tooth / blackberries / Iphones / CRMs etc
4. Get a commitment in their diary from their customers at the end of each sales call about the next steps
5. Constantly tracking their sales data, monitoring their funnel, filling up their pipeline
6. Updating their customers data after each sales call
7. Having a personal health and fitness regime
8. Always trying to get better – listening to sales CD’s, reading widely, associating with the right people, etc
9. Have a system for generating new leads
10. Their sales calls follow a proven process and they are always looking to refine this

They shouldn’t be overly reliant on you to drive their results.

The longer I have been in selling, which is now about 32 years, the more I realise the best performers have created great repeatable habits for themselves.

They don’t need to rely on you because the habits they have created drive their results.

Lazy sales people will go to the path of least resistance.

Please don’t let them get good at being bad

If their habits are bad, they are just getting better at getting worse, each day! Imagine doing the same thing badly every day for twenty years?

Inspire your reps to create great repeatable habits.

Have you ever tried breaking a few of your own bad habits? It’s not easy. How would you do it? Can you replace an existing bad habit with a new better one?

My new neighbour has some great habits, and a beautiful garden to show for it. He also has a terrible habit. Hosing his driveway. If only he could replace his driveway hosing habit with something more beneficial.

Next time you’re out with your reps ask them if there are one or two of their habits they think might be worth replacing.

You might also ask them if they have some feedback for you on a couple of habits you could replace

23 comments:

佩璇佩璇 said...

量力而為,別勉強了,Cut your coat according to your cloth..........................

john said...

Good article ! thanks for sharing

john said...

From Chinazrh, you can find the best consumer electronics such as the wholesale mobile phones, wholesale mp4, wholesale digital camera and wholesale home audio. If you are crazy about fashion, you are likely to get your favourite watch mobile phone, watch mp4 player and sunglasses Mp3 player from chinazrh. You can also get the latest TV mobile phones of good quality from us. For the people who want to quit the smoking, the electronic cigarettes will your wise choice and it will help you a lot. You will find the wholesale GPS and car audioare suitable for you love car. As you have a digital camera, how about getting a 7 inch digital frame to keep your lovely photos and good memory? Other electronics such as the baby monitors designed for your lovely baby, the outdoor gear and the security surveillance equipment are all available for you here.

長卉lisettec_buswell0606 said...

上床圖片av圖片免費色情圖台灣性網陰蒂淫妹貼圖色情激突成人論壇成人色情網激情成人聊天室情色影音鹹濕女生自慰影片淫慾自慰色情a片成人色情圖片網情人視訊網成人話題成人色情台灣成人淫蕩a圖片情色留言板女生奶頭情色成人全裸美女圖片情色寫真裸體照大奶子台灣色情成人網站一夜正妹美女裸體寫真g罩杯美女sex520情趣娃娃視訊打槍視訊辣妹uthome淫亂走光照av情色網女生高潮成人自拍火辣眉眉太太陰毛美女視訊聊天全裸入鏡火辣av三點全露

FredrickColquitt032 said...

大奶妹貼圖區0204性影片觀賞露點自拍淫婦女生如何自慰色情站成人笑話av激情網愛視訊美女淫蕩av成人色情電話辣妹視訊聊天性關係情色vcd自慰圖淫美成人論壇台灣色情論壇成人聊天室自拍裸女貼圖視訊成人免費a片影片av成人網成人色情色情台灣辣妹小穴太太陰毛色情訊息裸女自拍色情影片a片論壇性愛技巧美女脫胸罩情色天堂av寫真色情視訊聊天做愛視訊成人影片床上戲情色聊天網火辣情色台灣女優性愛秘笈台灣av女優手淫自慰影片

安天 said...

越來越多人看你的部落格 要繼續加油喔 ..................................................

RexTemples20144 said...

sex女,ut,貼影,av,高潮,女優,做愛,手機成人影片,色遊戲,成人動漫,百分百貼圖區,85cc影片,成人影音,av色情影片,A片線上,a片,sex,777,三級線上看,美女的照片,視訊做愛,78論壇,打飛機,免費視訊,成人影院,辣妹視訊,視訊聊天,影片網,kiss911,a片,交友,聊天,做愛,免費影片,性交,線上成人,網路色情,聊天,美女自慰,免費a分享,免費短片,裸照,一夜情,女優,85cc成人片,美女寫真,偷拍a,情人視訊聊天室

AugustusP_N5526 said...

I do like ur article~!!! ........................................

c0527onniemcgehee said...

逛到您的部落格讓我忍不住停下來!期待您的新文章!!........................................

嘉琬 said...

從未遭遇失敗的人,對自己或是別人,都是一知半解的。..............................

WallaceD智哲 said...

一定要保持最佳狀況呦,祝您開心 ........................................

Tro0223y_Millan said...

xh美色網 免費a片下載嘟嘟情人色網影片 av,sex520免費影片 完全免費視訊聊天 777美女dvd辣妹視訊 免費視訊celia aio交友視訊愛情館 西門慶成人論壇 台中酒店S援交 sex888影片分享區高中生援交 一葉情貼影片區 1314視訊 情人線上aa片試看嘟嘟 情人視訊網a 妹妹視訊 情色網成人電影 xxxholic次元魔女 成人文學小弟弟貼影片區 亞亞成人館 ut成人聊天室 微風成人 go2av免費看影片 104黑色會美眉自慰 日本同志色教館情色文學成人小說 34c視訊辣妹美女sex888免費電影 情色視訊論壇 0204貼圖區免費色情電影 成人貼圖站 交友ggo 免費影片下載a gogo2sex日本 拓網交友視訊美女 080情人網伊利論壇 一本道 a片 東京熱免費成人影片觀賞 交友ggoo 夜未眠影片中心 34c情人視訊網 一夜情性 情色視訊 美女 亞洲禁果名模影城 日本av論壇 台南視訊34c美女館 bt論壇交友網成人情色視訊妹 免費情人視訊 性愛電影85cc 聊天室交友whei 38girl視訊美女 aa免費影片 獨秀視訊聊天室 av730美眉共國 辣妹哈啦聊天室

廷伸廷伸 said...

婚姻對男人來說是賭他的自由,對女人而言卻是賭她的幸福。..................................................

ElisaCe慈佐lestin0708 said...

The absent are always in the wrong. ............................................................

SadeRa盈君iford0412 said...

仇恨是一把雙刃劍,傷了別人,也傷了自己 ..................................................

冠慧 said...

It is easier to get than to keep it...................................................................

姵潔 said...

人間好話,要如海綿遇水牢牢吸住..................................................................

AlaynaGainer1姿吟 said...

生存乃是不斷地在內心與靈魂交戰;寫作是坐著審判自己。....................................................................

黃允妏 said...

生存乃是不斷地在內心與靈魂交戰;寫作是坐著審判自己。......................................................................

秋娥秋娥 said...

成熟,就是有能力適應生活中的模糊。.................................................................

戴昀德 said...

成熟,就是有能力適應生活中的模糊。.................................................................

怡潔怡潔 said...

人生是故事的創造與遺忘。............................................................

江冠彭珮李佳宏陽筠 said...

還是喜歡這裡-支持你..................................................................