Sales is one of the most inconsistent professions around. From the workload to the paychecks, nearly everything about a sales role is dominated by ebbs and flows. Some days your phone will be ringing off the hook, while others you’ll be struggling to fill the hours. Some quarters will be rough, while others you’ll be at the top of your team’s leaderboard. So is sales a game of luck or preparation?
Some of that variability will always be there. For example, December will likely always be a slow sales month in B2B business. But a lot of that variability is within your control.
Sales reps don’t have to be at the mercy of every ebb and flow in the sales process. With discipline, self control, and proper planning, you can turn the peaks and valleys of your sales quarter into smooth, organized, and consistent success. How? We invited SalesLoft SDR Sam to SDR TV to provide his best tips on driving consistent sales success no matter what situation he’s in. Enjoy the video below!
Hey, everyone, it’s Sam from SalesLoft. Today, I want to talk to you about a few ways where you could be consistent with your sales performance month in and month out. Everybody knows that sales can be ebbs and flows sometimes but one thing we like to talk about on our team is controlling what you can control and there’s a few things that I do that I want to share with you and there’s a few things that my teams does. I like to think about it from an accountability standpoint and also from a process-driven standpoint. From a process standpoint, one thing our team likes to do is every morning we gather up for 15 minutes and take our top three objections we’re hearing and we do some role playing. That way, once you hit the phones, you’re fresh and ready to go. You have the marbles out of the mouth and you’re ready to hit the ground running. Another thing that we like to do and we talk about all the time is consistently filling the top of the funnel. You want to make sure you’re adding at least 12 to 15 contacts and you want to be discipline about doing that. That way, your days don’t go heavy phone call one day, heavy email one day and then the next day rolls around and you have nobody to call. You want to continuously be having that pipeline flowing. From an accountability standpoint, I think it starts with yourself. For me personally, I’m big on writing goals down. So when I was coming into January, I knew that I needed to set a certain amount of meetings and I wanted to accomplish that. I wrote it down and that way once I hit January, maybe I was having a good day or a bad day, I would look back at that
sheet to prevent complacency because I know that I set out to do it and if I have it written down, there’s a level of ownership that goes along with that. Another way to think about it is peer accountability. Find somebody on your team, a coworker or a teammate that has a similar schedule to you. I know Will and I like to both get in early. We stayed a little bit later so I asked him, I said, hey, do you want to be an accountability partner with me so we can get the things done that we’re set out to do? One thing that we did was hold each other accountable to adding those 15 contacts every day and listening to one phone call before leaving so we could coach ourselves and that way when you’re having a bad day and six o’clock rolls around, you want to leave and go hang out on the couch, you’re going to stay and you’re gonna get the things done you were set out to do because you have somebody else there doing it with you. Thanks for watching, everybody. I hope that these process and accountability tips help your team be more consistent. If you have any questions, feel free to comment on the section below.
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