The life of a sales professional is a busy one, juggling prospecting activities, managing your sales funnel, traveling, growing existing customers, and handling administrative demands. Many sales professionals have the chance to earn a very high income, because if they get all of this right, it should absolutely be rewarded – this is NOT easy work.
What do I know for sure about human behavior? The longer we do anything, the less likely we are to step back, take a few needed moments to prepare, or practice. Think about it this way. How many things do we do each day that if we were asked to do them differently, we would just get angry? Would you be angry if you were made to drive on the left side of the road? Would you get angry if you were told to text with one hand only and the letters on the keyboard were in different places? Would you get mad if Starbucks changed the names of their drinks to ENGLISH and not Starbuckian and had all new drink options on the list? The answer to each question is likely YES.
Look at NFL coaches on the sidelines. They have on their headsets and are holding a huge laminated document that has something very important on it… the game plan with many options, depending upon what they are facing at that particular moment. Why? Because they are prepared and have already spent the time to get ready for the game.
How can we instill this game planning discipline in our sellers, whether they are new or seasoned?