Get the Most of You Every Day!

Sales is a tough job!  If it weren't most everyone would chose it as a profession.  There is no question why sales people are some of the highest paid professionals (and some of the most stressed) within corporate America today.

As competition increases and clients clinch their purse strings, the sales professional becomes increasingly more challenging to maintain and CONQUER!! Having over 20 years in sales and sales management, I too have experienced the evenflos of good, bad and indifferent economies!  Here are 5 simple principles to follow to continue your journey, be super SUCCESSFUL and get the most of you every day:

1. START WITH GROUNDING-Rather this be mediation, spiritual, motivational begin your day EVERY DAY feeding your mind and feeding your soul.  Here are some favorites that I have utilized to keep this in practice; "Think and Grow Rich" by Napoleon Hill & "Super Rich: A Guide to Having it All" by Russell Simmons.  Feed your psyche every day.  Hearing "No" all day can get tough!
2. PLAN YOUR WORK..THEN WORK YOUR PLAN- It amazes me how many sales representatives charge their way to the field every day without a plan!  Pre-call planning is perhaps one of the most critical components to an effective, successful sales call and sales day.  Spend time each morning researching prior day activity, past results, WIIFM for the customers, strategies and necessary material for the day.
3. EAT THE FROG FIRST- Now I know a lot of you are saying great thanks, I really needed that visual right before my morning bagel and coffee.  Despite its gory imagery, it is perhaps one of the most important concepts that I had to learn within my career.  If scheduling allows go to your most difficult customer 1st!  Get it over, get it out of the way while your energy is the highest and all of your great planning is fresh!  If you followed my advice in step one your grounding will get you through the call!
4. SAVE YOUR EASIEST CUSTOMER FOR WOUND LICKING- Again you are probably saying, thanks yes another great visual!  After your beastly customers have eaten you alive, your mid-afternoon "Favorite Customer" is just what the doctor ordered.  This call where you know they love you will help you get through the day.
5. MAKE ONE LAST CALL-Okay I know you are saying has she been conferencing with my manager?  But it is true and a staple of sales. I have made my most productive, most rewarding (both financial and otherwise) sales calls when all the rest of you reps have gone home!  Many customers have a deeper appreciation of the hard working rep who doesn't keep banker's hours (no offense to the current or former bankers out there reading this post).  They have more time for you and can appreciate your sensitivity to their time.

These are just simple steps to help make you wildly successful in any sales arena.  HAPPY SELLING!!!!!