Sales Strategy 101 Series:
5 Strategies for Ensuring Sales Success in 2017
Strategy # 3: Eliminating the Noise - Putting Sales Distractions on Mute.
“I’m late. I’m late for a very important date. No time to say hello, goodbye. I’m late, I’m late, I’m late.” Too many of us feel like the White Rabbit in Alice in Wonderland these days. Busy… Busy… Busy…We are all just so busy. Unfortunately, ‘busyness’ does not equate to business and your level of success will be determined by your focus.
If you have been reading along with us in this Sales Success article series, you will notice that focus and purposeful action are a recurring theme. We can’t talk about focus and purposeful action without addressing distractions.
Distractions come in all shapes and sizes. Sometimes they are big and forced upon us when a loved one is sick or a car breaks down. These distractions deserve our attention and are usually not the culprit of our lack of sales success. More often, the most impactful distractions are sneaky. They are small, meaningless daily detours; time spent with the wrong people, the wrong technology, or the wrong focus.
Although it isn’t possible or even recommended to eliminate all distractions, you can minimize their impact on your overall success. Here are a few ideas:
Steer clear of time wasters and find your accountability partner.
Your time is valuable. Ensure that the people who get your time are deserving of that honor. Stay away from the complaint corner of the office or the friends who try to connect by sharing their misery.
Seek out those who are doing something different and having fun in the process. Positivity can be just as contagious as negativity and a lot more fruitful in the long run.
In the WeSuite office, for example, we dedicate time for the entire sales team to make prospecting calls. We used to have everyone schedule this daily one hour block on their own time, but found there were too many distractions and little to no calls would get done. Now, we block this time for cold calls together as a team and there are no excuses.
Put technology in its place.
Technology distractions are super sneaky. One more game of Solitaire on your phone. One more episode of your favorite TV show. One more scroll through Facebook or Twitter. Technology distractions can even hide in the form of productive procrastination - I’ll spend some time organizing my email folders instead of making those prospecting calls. But this only accounts for a few minutes a day, right?
Reality Check: Studies show we spend an average of 3-4 hours each day engaged with technology vs an average of 41 minutes per day visiting with family, friends, or social activities.
What would you do with 2 or 3 more hours of productive, engaged time in a day? How much could you accomplish? Set boundaries with your technology habits and find out.
Ensure Your Systems are Working for YOU.
Technology is not all bad, it can be a critical element of your success if you use it correctly. CRM systems such as WeSuite can help you pitch, follow-up, delegate, and track customer activities without weighing you down with extra tasks. Want to see what is really possible when your customer says Yes?
A well-managed sales automation tool will provide visibility and real time intelligence so you can make critical decisions without a lot of additional administration time.
Sometimes the biggest distraction comes not from outside influencers, but from inside our heads. It’s that fear that we won’t have what it takes to reach our goals. What will happen if I don’t make my quota? What will happen if the customer says no?
Instead of focusing on the negative, focus on what’s possible. What will happen if I exceed my quota? What will happen if the customer says YES? What does that make possible?
Eliminating the noise in your environment is only one step in this process. Replace those negative influences with positive ones and watch your opportunities multiply. Spend time with successful people. Read a book. Take a class. Journal.
….To Be Continued
Watch for Strategy 4: The Power of Communication.