I have the privilege every week of coaching and working with high performing sales people. I also coach many sales people that are high potential, but not yet achieving at a high level. That's where I come in, to help them get to that level. As I conduct these coaching calls every day I start to see patterns emerge between high performing sales people and high potential sales people. One of the things that has jumped off the page the last couple weeks is there are certain habits that high performing sales people do consistently. They may even be considered “old school” sales habits, but let's share them now and talk about how your team can incorporate these habits into their daily sales rituals to improve performance.
Pick up the phone: High performers pick up the phone and call people. In this day and age of social selling, in-bound leads, and all the attention around using LinkedIn and other sources to make connections, there's nothing better than picking up the telephone and having a conversation with a perspective buyer. You cannot build a relationship by sending an email or a LinkedIn InMail request. Calling someone goes a long way towards building trust.
Be Grateful: High performers are grateful people. They send thank you notes. This is as old school as it gets, but have your team go to the store, buy generic stationery, and get into the habit of sending hand written thank you notes to customers and prospects. It's amazing how much a personalized, hand-written thank you note stands out among all the email blasts and junk mail that comes through. It will really set your salespeople apart.
Read and Learn: High performers read a lot. Not only do they read the newspaper and the local business journal to stay current with events, they read books. They read sales books. They read business books. They read fiction. They read everything they can get their hands on. Why is that important? Sales is about communication, and people who read, and read often, tend to write better and speak better. It doesn't have to be all dry business books either. Sales is about storytelling, so if your salespeople read fiction as well, it's going to help them tell better stories.
Attend Networking Events: High performs attend networking events. Not only do they go to their industry events, but they're plugged into their local community as well. They'll go to the chamber of commerce or the rotary club events. They're networked and they love to connect people and make introductions. They are highly visible at these events. It's one of the ways they get referrals and introductions.
Proactively Help People: High performers are connectors. They help people in their network. They help their customers. They help their centers of influence. They introduce people to other people who might benefit from the introduction. When your salespeople give more than they get and consistently connect people (without being asked or expecting something in return), good things happen.
As you look at this list of five “old school” sales habits that can separate high performers from high potential sales people, which of these are your team currently doing? How can you challenge your sales managers to help their team incorporate these “old school” sales habits to raise performance as you go into the end of this year, and raise performance and expectations for next year?