Great Salespeople Don't Settle for Average
Mark Hunter
Sales kickoff speaker helping you turn prospects into profits, it all starts with prospecting with integrity.
That's right -- great salespeople don't settle for average! When I put together my list of 14 Things Great Salespeople Do (That Average Salespeople Only Think About), not settling for average is definitely one that stands out!
Great salespeople are continually looking to not just make a number, but blow past the number. At the end of a year, they don't shut down because a number is in the bank. They keep going!
It's the last quarter of the year and you know you are going to make your number. With that knowledge, you then begin shifting your focus to the next year and lining things up to get the year off to a fast start.
Yes, great salespeople do just that, but they also don't play games with their year-end numbers to help get the next year off to a fast start. If the business is there, they get it and they get it now. No delays. No games.
Nothing will frustrate a sales manager or senior management more than a salesperson who sees themselves as the only person they need to satisfy. For each person who may be hitting their number, there could easily be somebody who is missing their number.
If those who have the capability to go past their number decide not to, then the entire team is at risk of not making their number.
Great salespeople get this. They know it's not about them. They know they're part of a team and, more importantly, they know the role they play in serving their customers.
This means not just taking orders, but going out and getting the orders regardless of how it may impact their individual numbers in the short-term or long-term.
Beyond merely managing to a year-end number, great salespeople see their goals as merely a snapshot in time.
They don't view goals as the end number. To them a goal is checkpoint for them to drive past. They take pride in the speed with which they can achieve the goal. To them the goal is not making the goal, but in the time it takes to make the goal.
What goals can you drive past?
What can you do now to start positioning yourself to achieve a number you never thought possible?
Want to know the other 13 things great salespeople do that average salespeople only think about? Grab your copy of my free eBook:
Yes Mark! I want that eBook 14 Things Great Salespeople Do!
Mark Hunter "The Sales Hunter" author of High-Profit Selling, recognized globally for his insights on sales. He travels more than 200 days per year speaking to organizations on selling in today's market. www.TheSalesHunter.com.
Sales Leader
9 年I just dropped what was way below average. Thank God!!!
National Sales Manager/ Marketing Director
9 年Wonderful article. Completely agree that great salespeople are always looking for the next sale because they thrive on serving their customers and getting that sale. Targets usually mean very little to them; the best ones seem to perform to their own internal metrics that will always surpass those set by management. Thank you for sharing this Mark Hunter
Retired Executive
9 年The list has changed a little over the years. Good to see it again. Need to keep them before us often.
A Trusted-Advisor amongst Executives of achieving " Business Optimization & Monetization" thru AI Powered Data & Analytics.
9 年To me it's not just about making calls, but quality calls.