I’ve had the pleasure of working with and managing dozens of rockstar sales reps over my career in sales. I’ve noticed that they all consistently share several habits that boost their chances of success.
Here are a few you should consider incorporating into your professional life:
1. Be meticulous about structuring your days as a sales rep.
The best sales reps structure nearly every minute of their business day. This is especially important for sales reps working remotely. Set a daily start time, breaks, call blocks, follow up time slots, account management and prospecting time. Put it in your calendar and live by it. Color coding your calendar depending on the activity is especially helpful.
2. Live a “zero inbox” lifestyle.
The email inbox of a sales professional is always at risk of becoming cluttered, with hundreds of emails a day coming in. My most productive colleagues all lived by the inbox zero philosophy. At the beginning or end of every workday, they would open every email and clear any that were not relevant. They also set up email folders to help manage the volume of incoming emails. This productivity tip saved their countless hours.
On a similar note, keep your workspace – not just your inbox – organized. A clean desk, office or briefcase directly translates to better work productivity.
3. Follow up immediately.
Don’t wait to follow up on emails or calls. The best sales reps always do it immediately, when it’s top of mind and present, and 35-50% of sales go to the vendor that responds first. Following up immediately also ensures the person on the other end was present for a quick reply. It shows that you are engaged in the process and reflects well on your company and the product you are selling. One note: Make sure not to be too pushy. 57% of people said they would be encouraged to make a purchase from a salesperson who doesn’t try to apply pressure when following up.
Communicate more than you think you need to, whether it’s verbal, electronic, or both. In some situations, both a call and an email are appropriate. Crystal clear communication with all stakeholders will increase your sales. 70% of salespeople stop at one email, but those who send more than one have a 25% chance to hear back.
5. Never stop learning as a sales rep.
Many of my greatest sales reps were fanatic learners – the kind of people who read sales books for fun. They were never satisfied with the status quo. These reps were always the first to learn about new products or solutions and how these would impact their current clients. They also were diligent about learning about colleague’s best sales practices and incorporating them into their own work. Never stop learning and testing different sales techniques and methodologies, whether it’s through a book, a colleague, a training resource, or an online course.
Success in sales doesn’t always come from the intangibles. Incorporating these five sales habits into your professional life will have a direct impact on your rate of success.
These habits will get you far in sales. Learn how to make it to account executive at your company and put them in action.