The 10 Sales Commandments

1. Punctuality:

“Better three hours too soon than a minute too late.” – William Shakespeare.

There is nothing worse than a late salesperson! One of the fundamental principles of successful salesmanship is punctuality. This applies to all aspects of your sales efforts, whether it's phone calls, meetings, presentations, or follow-up activities. Being on time demonstrates professionalism and respect for your prospect's time. It sets the tone for a positive and productive interaction.

2. Follow-Through:

“You have to have confidence in your ability, and then be tough enough to follow through." – Rosalynn Carter

Your word is your bond. When you commit to something for a prospect, do it. It's crucial to follow through on that commitment promptly and precisely. Whether it's providing additional information, sending materials, or submitting a proposal, impeccable follow-up skills are essential. Do what you said you would quickly and succinctly — and don't leave anything out.

3. Effective Listening:

“Most people do not listen with the intent to understand; they listen with the intent to reply.” – Stephen Covey

We always believed that there is a reason humans have two ears and one mouth. Effective listening can't be underestimated in the world of sales. You need to be able to pay attention to prospect pain points, next steps, key players, and other critical details. This information cannot be ascertained if there is more talking than listening. A great way to reinforce listening is by taking notes in meetings.

4. Professional Behavior:

"Being a professional is doing the things you love to do, on the days you don't feel like doing them." – Julius Irving

Make sure you balance friendliness and professionalism. While getting friendly with your prospects can pay dividends, top-earning sales reps are always professional, even while establishing personal connections. A professional demeanor instills trust and confidence in your clients. It reassures them that you are a seasoned expert who approaches their business with the utmost seriousness.

5. Active Sales Approach:

“Action is the foundational key for all success.” – Pablo Picasso.

There's always something to do next. Even in roles that involve large or strategic accounts, high activity levels are key to success. Consistent activity — week after week, month after month, quarter after quarter — that's what keeps the sales pipeline flowing. Top reps are always thinking several months ahead in terms of activity. Massive action will lead you to success.

6. Adding Value:

“Not adding value is the same as taking it away.” – Seth Godin.

The most successful sales professionals invest time in becoming experts not only in their prospects' businesses, but they are also students of their respective industries. They share relevant articles, insights, and engage in intelligent conversations about macro factors that impact the prospect's industry. A commitment to adding value takes time and effort, but it pays off in the long run. By positioning yourself as a trusted advisor who brings more to the table than just a product or service, you become indispensable to your clients.

7. Curiosity:

“Even if you're happy with the life you've chosen, you're still curious about the other options.” – Taylor Swift

Ask questions, and more importantly, be genuinely interested in the answer. Top earners are curious about their prospects' businesses, value propositions, customers, models, and strategies. They immerse themselves in the details, gaining an in-depth understanding that sets them apart. This curiosity extends beyond the initial sale. Successful sales professionals continue to learn and evolve, adapting to changing market conditions and the evolving needs of their clients.

8. Personal and Professional Development:

“The only person you are destined to become is the person you decide to be.” – Ralph Waldo Emerson.

We always say sales is a career not a job, which means a long-term perspective is needed. Taking care of yourself mentally, professionally, and physically will help you get through the difficult times and set yourself up for more successful ones. Through good habits like working out, putting an emphasis on sleep, taking classes, reading, picking up a hobby, you will be on your way.

9. Organization:

“For every minute spent on organizing, an hour is earned” – Ben Franklin.

We have seen many would be talented salespeople fail simply because they lacked a system to stay organized. The availability of technological tools such as countless CRM platforms and digital note-taking apps that when used with regularity prevent important tasks from slipping through the cracks.

10.? Networking:

“Networking is the No. 1 unwritten rule of success in business.” – Sallie Krawcheck

It’s great to see in person networking back in full force post Covid. The most successful salespeople are out most nights with clients or at functions with prospects. Networking needs to be a part of every salesperson’s goals. Joining Chamber of Commerce's, charitable organizations, and industry trade groups is a great place to start.

Co-Author: Eric Mainthow