There's a planned rhythm to my own process of pulling out the special beach blanket, unpacking the new spray cans of Trader Joe's Sunscreen, and packing the canvas beach bag with my i-Pad, articles I've printed out during the week. and survival snacks and a beverage. And all of that prep came together to a point of perfection on the perfect beach weather day last Sunday!
All it took was a bit of planning, prep, a bit of process, and having the rhythm of having various right tools in the right place at the right time.
Today with only 12 selling days left in the Q, the most successful salespeople have perfected their own selling rhythm to these 12 weeks of the quarter, the 20 days of June and the planned flow of the next 12 days.
Every successful salesperson is hyper attentive to their own time availability and matching that to the limited time of their customers. One key Covid takeaway is that we know at every level that we all have very limited available time. We also learned very successfully that well planned 30-minute zooms both in terms of personal efficiency and customer effectivity easily replaced the waste of two-hour drive times. None of us, especially in today's financially cautious world, have any "extra" time, and by simply taking 15 minutes on a daily rolling basis looking out a week ahead of time to plan out the upcoming week and the balance of the month pays huge dividends...especially now halfway through the last month of the Q.
"The Way" then becomes the religion of how we sell. Every successful salesperson has their own sales process. It's one of the reasons that they're successful, and they have honed that process over their years of selling.
What's much more impactful for the entire company is taking those individual best practices of sales success and adopting a formal rhythm into a unified sales process for the entire sales team from BDRs to AEs to management as "The Way":
Sounds too formal and too much work? Check out our sales process tools since the math says otherwise with results of 20%-25% sales productivity improvements in just 9-12 months.
Just some thoughts for tuning up your own rhythm !
www.derbymanagement.com
Derby Entrepreneurship Center@Tufts.