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.
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?