It’s common for salespeople to fall into a rollercoaster syndrome with extreme ups and downs. That can be exhausting. It’s much better to live on the plateau of fundamentals, where your highs aren’t too high and your lows are not too low.
How? By embracing consistency – doing things on a daily basis that compound over time. Here are five ways to keep your engine going with consistency:
- Cold call a minimum of 20 or 30 minutes a day. Don’t worry about the number of calls or their length. Just pick a time and call that amount of time every day. Of course, you can do a lot more. But 20 or 30 minutes every day is a lot better than three hours on a Monday followed by zero cold calls for a month.
- Roleplay for 20 minutes twice a week with your boss or somebody within your organization. Roleplay sales, objections and tough situations you’ve found yourself in. Grow your skills so when you have the next call, you’re just a little bit more prepared. It’s also good to roleplay with someone who doesn’t know a thing about your industry. If they can’t follow what you’re saying, then obviously you have to “dumb it down” a bit.
- Have three metrics that you track every single day like the number of calls, the number of meetings and the number of proposals you have done. How are you converting each? How many calls does it take to schedule a meeting? How many meetings to get a proposal? These key performance indicators will help you plan where you need to improve.
- Have weekly meetings of 30-60 minutes with your boss and/or mentor to go over those metrics. They will hold you accountable and highlight certain things that you need to focus on.
- Before you leave the office for the day, clean out your e-mail inbox, send out any necessary emails and do whatever follow-up work you must to prepare yourself for the next day. Go over your calendar and make sure everything is in line. Compartmentalizing your day like this keeps you ready to go.
Consistency does not mean being robotic, it means being systematic. We still have to be ourselves and have our own voice, but we’re putting a little bit of structure in place. Consistent structure is how we think big – Really Big.
THINK BIG!
Jon
Adapted from the 7 Minute Sales Minute podcast with Jon Dwoskin and Scott Fishman. Hear the entire episode or read the transcript here.
