The 8 Habits of Top Performing Sales Professionals
Focus on developing their mindset and attitude
Take control of their schedule & priorities
Are effective at prospecting & lead generation
Hold productive meetings
Ask good questions & actively listen to the answers
Welcome objections and handle them well
Follow a defined sales process
Understand closing, ask for referrals & diligently follow up
Based on our observations of working with sales professionals and sales managers over many decades, we thought about what separated the top performers from the rest. We realised their success was based on doing certain things well on a consistent basis. In fact, they had developed sustainable and productive habits that enabled them to win more, and more often, than the average performer.
We then use these habits to build our training and coaching programmes.
The 8 Habits of Top Performing Sales Managers
Manage their own mindset and understand and influence that of their team.
Apply appropriate leadership and management skills using a variety of styles.
Create and develop sales strategy & process, translate it into a sales plan and support achievement through sharing vision, team focus, belief and engagement.
Drive for results whilst maintaining culture and a positive, supportive environment.
Build top performing sales teams through a combination of effective recruitment, training, coaching, observation, shadowing and development.
Manage and analyse the numbers and results through relevant data and KPIs & conduct regular individual & team reviews to agree activities and action plans.
Engage other business functions in the sales effort, clearly sharing vision and objectives to gain the necessary support.
Consistently and constantly manage individual and team performance to raise the benchmark, support and recognise the good and challenge the poor.