In sales, it is critical for a producer to develop behaviors for success and systems to support those behaviors. But often times, salespeople struggle and settle for the results they get because they don’t know how to adapt.
In this article, we will review the formula and methodology for change and the key questions every successful salesperson must ask themselves when identifying how to improve their sales outcomes.
The Greek Philosopher Aristotle said “We are what we repeatedly do. Excellence, then, is not an act, but a habit.” I don’t remember reading any accounts of Aristotle conducting sales training, but I believe he would have been pretty good at it.
I have a statement and a question, that tie into Aristotle’s quote on habits:
- The systems you have in place are perfectly designed to produce the results you are getting.
- Do you own, and do you like, the outcome you produced?
Habits + systems = outcomes. I think I can get agreement that if both habits and systems are excellent, and well thought-out, the outcome will be what it needs to be. The problem is, if either habits or systems are bad, the outcome will never be what it could be. Here’s the good news, you are in control of both the habits you create and the systems you follow.
Let’s take a look at habits. There are many you can create. One of the best habits you can develop is setting aside an appointment, each week, to meet with your most important customer. That most important customer is you and the habit you must form is to never, under any circumstances, break that appointment. During that appointment with yourself, you plan and set goals for your week, read things to improve your skills and craft, or just spend time organizing yourself. You will be shocked how much better you can be by investing 30 minutes each week.
What systems do you have in place that will help you succeed? What are key factors you need to achieve to succeed in sales? Are they introductions? Cold Calls? Appointments? Presentations, etc. What’s your conversion ratio? How many calls turn into appointments? How many appointments turn into presentations? Have a system, measure the activity, find the gaps, do things necessary to fix them.
Finally, let’s look at outcomes. Do you own the outcome you’ve created? Another way to look at it is, when something doesn’t happen the way you wanted or needed it to, do you look out the window for the reason or do you look in the mirror for the reason?
So there you go. A simple formula . . . Habits (good or bad) + Systems (good or bad) = Outcome . . . If you own the outcome and don’t like it, fix the things on the left side of the equal sign.