Successful Sales Reps Prepare for Success

Posted by Adam Bishop on September 30, 2016
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Preparing for the Start of Each New Day is Critical

One thing that all successful sales people have in common is that they don’t just jump into each workday; they prepare themselves to be successful. These tips will help you do the same.

The preparation steps discussed below are most effective when done at the end of the workday for the following day. It’s a good idea to wrap up your day by reviewing the things you accomplished during the day, and making sure that you have set goals for the following day.

Review Your Goals

Start by reviewing your goals. Decide what you need to do the following day to get closer to reaching them. Many successful sales people track activity goals as opposed to dollar goals. For example, if you know it takes 12 visits per day to meet your sales goals, try tracking that activity level. If you only made 10 calls one day, you’ll want to set a goal of 14 calls the next.

Tracking activity goals can increase your motivation. If you spend one day making calls with no results, you can still be motivated to strive for meeting your activity goal. You know that over time, that activity level will get you where you want to go.

Create a To Do List

Successful sales reps understand that they need to organize their day. The most effective practice is start with a To Do list. If you complete a To Do list the previous day, you have the chance to get a running start each morning.

Consider these issues when creating your To Do List:

  • Plan prospect and client visits based on their location. Minimize by planning to work your contacts geographically.
  • Write down or schedule in your CRM everything you need to accomplish the next day, starting with established appointments, and then items. The first five or six items on your list should be the most critical things you need to accomplish. Prioritizing will help you avoid wasting time and energy on tasks that don’t directly relate to reaching your goals.
  • Leave room on your list to jot down anything you do the next day that you hadn’t planned for. When you review your To Do list at the end of the day, ask yourself whether those added-in tasks are as critical as the ones on your list originally. If the answer is no, you have an opportunity to determine how to avoid distractions in the future.
  • Keep your To Do list easily accessible throughout the day. Be sure to check off each item as you complete it. At your end-of-day review, congratulate yourself on all that you accomplished.

Prepare for Your Scheduled Sales Calls

This is an area where successful sales people excel. The more you prepare for a sales call, the higher the likelihood is that you’ll walk away satisfied. Consider these preparation tips.

  • Review reports showing your client’s sales history and the ROI you’re receiving from each one. Note the types of referrals you’ve received and identify the types of referrals you’d like to receive.
  • Identify the agencies to which the contact has been referring. Think about your competitive advantages in comparison to those agencies and incorporate them into a call strategy.
  • Develop a strategy for each call and a fallback strategy. Your fallback strategy should be less extensive than your main strategy, but get you closer to reaching your goals. For example, if you can’t get agreement for a physician to refer to you for all their senior living center patients, perhaps you could get agreement to start with a few of the centers where their patients usually reside.
  • Prepare stories to illustrate your points. Selling with stories is very effective, especially where people’s lives are concerned. Think of a recent situation where your company’s unique capabilities made a big difference to a patient. Practice relating that story in a short and concise way that will help you illustrate your competitive advantages until you’re comfortable using it with a client or prospect.

If you implement some or all of these ideas from top sales people, you’ll find greater job satisfaction and success for yourself, also.

Topics: Sales Management, Sales, Leadership

Adam Bishop

Written by Adam Bishop

Adam Bishop, President & Founder of PlayMaker CRM, has helped thousands of post-acute care agencies achieve extraordinary sales growth and profitability through the use of his innovative and proven power marketing and sales strategies.

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