You want to excel at selling. You not only want to make quota, you want to set sales records and reach your income goals. Your aspirations are achievable.
Available for you right now for free is more sales material than all of what was available twenty years ago. Amazing blog posts, pod casts, videos, white papers, books, seminars and webinars on how to excel at everything from lead generation and prospecting through closing, cross selling and upselling are just one click away and free!
Here’s the rub. As a young aspiring sales professional, I went through training and shadowed the top performers. I listened to the how-tos, the methodologies and best practices. Intellectually, I understood the information, but that is all it was, information. Converting information into skills and executing with expertise until those skills became instinct took more than consuming information.
Media is not bad. Media is good. Brilliant people who share their hard-earned sales wisdom infinitely bless us. However, we need to be proactive about our improvement. We need experience and thick skin to accept constructive criticism. We need to be coachable. We need to be self-critical and self-analytical. We need to aggressively seek coaching and mentorship.
No one knows you better than you do. You know your strengths and your weaknesses. You know what you excel at, what you struggle with, and what your challenges are. Don’t be afraid of your shortcomings. Embrace your shortcomings and get help.
Here are 5 steps to achieve sales stardom:
1. Make a list of the areas you need help with; prospecting, qualifying and disqualifying, opportunity assessment, fear of failure or rejection, presentation, writing and communication, asking the right questions, how to ask for orders, organization and time management, whatever is holding you back from excelling at sales – write it down and prioritize your list.
2. Below is a link to a list of some of the top sales blogs in the world. Search them for your topics. Begin with your number one challenge. Read the posts and pick the ones that resonate with you. Leave a comment and ask questions. These writers love your interaction and love to help, so don’t be shy.
3. Go to your sales manager, mentor or coach you have confidence in with the blog posts you found helpful. Be prepared; organize your questions. Be open to whatever you hear. Exposing yourself to criticism can be painful. Change is usually uncomfortable. But what would you rather do, stagnate or grow?
4. Take action and implement your new skills. Put what you learned into practice. You’re going to feel uncomfortable and clumsy. You may fumble and even fail. This is part of growth and it’s good. When you execute poorly or do not get your anticipated outcome, go back to your mentor and get help.
5. Repeat steps 1 through 4. Repetition is how we become proficient. Repetition is how behavior becomes natural and instinctual. Experience is how we convert information into wisdom. The more you do something, the better you become at it. And remember quality is more valuable than quantity. Doing it right is more important than doing it often.
Becoming a top sales performer is up to you. We can give you the information and coach you; the rest is up to you. Success is your choice. Your success is in your hands.
“If you think you can do a thing or think you can’t do a thing, you’re right.” – Henry Ford