Do you consider yourself to be effective at work? We all have strengths and weaknesses that impact our effectiveness. This article from HubSpot can help you greatly increase your productivity by adopting some habits to make you work more efficiently in the sales sector!
The other day, a friend who works in sales told me an unbelievable story about her sales team.
On the morning of the last day of the month, her team had met less than 80% quota. By the end of the day, they had hit 105% quota.
What? I’m sure this is a common experience for the people reading this post, but as a non-salesperson, I was curious … how does that happen?
What type of team does it take to make that kind of jump in one day? What behavior makes for an effective salesperson, and by extension, a team of effective salespeople?
To answer this question, we studied some of the most effective salespeople in our company. Based on our observations, we came up with a list of habits that make them so good at what they do.
21 Habits of an Effective Salesperson
1) They set and stick to their ideal buyer persona.
A clearly defined buyer persona is crucial to an effective sales process. And a sales rep who sticks to that persona is effective in generating sales. Otherwise, a salesperson might fall back on spray-and-pray tactics that result in inefficient prospecting.
An effective rep researches the prospect to make sure they’re a good fit. They stick to their ideal buyer persona and know exactly whom they're selling to and why.
2) They prepare ahead of time.
An effective salesperson prepares before a call. That means they do research on their prospect and gather all the information before a big customer meeting.
Top reps don't wing it. They go in with a plan and a contingency plan. This way, they anticipate challenges or questions and prepare an effective response to avoid losing the sale.
3) Their lead generation process is measurable and repeatable.
A great process is broken down into measurable actions. By making each step measurable, a rep can pinpoint the weak points of their process and know exactly where to improve.
For example, let's say a salesperson can convert a large portion of their prospects into qualified leads and can pique their interest -- but has trouble closing the deal. By tracking each step along the way, the rep can narrow down the weak point. Is the sales pitch not convincing enough? Is the follow-up procedure ineffective? Could the salesperson be more enthusiastic on the close?
After analysis, the rep has specific actions to improve upon rather than just “sell better."
An effective salesperson gets their process down to a science.
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