The Rhythm of Successful Selling

Last Sunday I began my own rhythm of "The Summa' of '23" with my first official beach day.  Whenever I'm working out of the home office at the NH beach, days like today begin with a beach run of a couple of miles, but pure beach time is simply doing little to nothing except reading and walking the beach. 

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.  

  • There's a prep time over the weekend to fine tune the details for the upcoming week
  • There's email and calling patterns to "the money hours" of every day
  • There's scheduled online and F2F meetings with detailed prep already planned

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.  


Sales Process

If creating that daily/weekly/monthly rhythm creates a level of sales success by leveling out our 10-12-hour days, there is nothing more impactful in sales success than adopting the rhythm of one defined sales process which becomes "The Way" we sell. 

"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":

  • Same process with the same 6-7 steps from Qualify to Close
  • Same email, content, and presentation tools for specific steps
  • Same required fluency in CRM use, analytics and immediate access to tools
  • Same required skills training consistent among everyone on the team
  • Same pride and culture of being on a winning team that has a rhythm and a plan 

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 ! 


Check out our updated sales productivity site page.  Just page down to get our new edition of Writing the Winning Sales Plan for 2023.  Or you can just email me, and I will send you a free copy.  Connect with me at any time for some quick ideas and feedback. There's never a cost for a call or two, plus I love listening and talking about Sales & Marketing.  
Derby Entrepreneurship Center@Tufts.


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Tags: Sales Optimization, Sales Best Practices, Sales Management Best Practices, closing sales, Selling Successfully in a Covid World, hiring sales people, Derby Entrepreneurship Center at Tufts, 2023 Business Planning, 2023 Sales Planning, 2023 Marketing Plans

5 things you need to know about recruiting sales talent

The #1 or #2 issue we hear in all of our 2022 planning sessions this fall is the issue of the difficulty to find and retain talent. 

It is what it is, and we can debate for hours why it's occurring and the surrounding theories of the inflation impact on the economy. but the reality is that...


  • it's here, it's been here for 12 months, and we all see and read about it everywhere.
  • it's real, not a bubble, and it's not going away in 2022; maybe in '23 when the world flattens a bit.
  • this is a fundamental shift in the future of work, what represents "the office" and lifestyle
  • we need people now, onboarded and in place in Q1 if we're going to make out '22 numbers

From all of our 2022 planning sessions, what follows below are five non-prioritized tactics that you might want to think about.  Connect with me at any time, and I can walk you through any of the details, or just be a sounding board for best practices.

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Tags: sales enablement, sales tools, how to close sales, improving sales productivity, how to write a sales plan, sales effectivness, writing sales plans, hiring sales people