The most consistent-performing salespeople are machines — not just for creating new opportunities but for consistently executing on their plan. They obsess about disciplined execution, following and keeping the habits that made them successful in the first place.
To make room for good habits, sales professionals (and managers) must eliminate or mitigate the bad habits first. That’s not always easy, and oftentimes requires persistence (they’re called habits for a reason). Step one, of course, is identifying the habits to eliminate. Matt Heinz, founder of Seattle-based Heinz Marketing, identified eight habits that prevent otherwise well-intentioned sales reps from achieving optimum success. Here are four; for the other half, check out his blog at HeinzMarketing.com
Not being intentional about time
What do you do first thing in the morning to set up your day? How do you keep yourself focused on priority tasks without taking a social media break every five minutes? How do you give yourself intentional breaks so that you’re refreshed and ready to focus on execution again afterward?
Relying too much on digital communication
As Joanne Black is famous for saying, “Pick up the damn phone!” Don’t hide behind digital channels that are saturated, and where you will more likely blend in with everyone else. Find ways to differentiate yourself, and deepen your most important relationships beyond email and social.
Not being coachable
If you’re not open to constructive feedback, if you’re not receptive or even proactive about getting input from others, you’re missing a huge opportunity to get better.
Not being proactive and disciplined about learning and reading
You will always find better things to do with your time than to read blog posts, newsletters, new sales books. Prospecting and selling will feel more important than learning. Just know that the most successful professionals in the world (sales and otherwise) are voracious readers and learners. They dedicate time to learning because they know it makes their execution time far more effective.
