...like the beauty of nature:
....the simplicity and complexity of something old:
AND... In our world of sales... being face-to-face with customers.
We'll actively search out - and find - every imaginable excuse.
Meetings
Forms/Paperwork
CRM
"Putting our fires" (Reactive Behavior)
I hear it most commonly referred to as "...all the stuff YOU (meaning Management & Operations) want me to do".
Folks, I'm sorry to disappoint you, but all that "stuff" has always been there. From the beginning of outside sales, "stuff" has existed. Pick up a sales book from the early 1900's and you will read a chapter or two about the importance of getting "paperwork for management" completed before your day begins or at the end of your day or, most likely, you would have been directed to get it done on Saturday. (Yup, the work ethic/expectations of those early sales pioneers was something to behold!). Sales management was ruthless. Sink or swim. Get it done on YOUR time, not on SELLING time.
So, if we know beyond a shadow of a doubt, that we do our very best work when we're in front of a customer, why do we accept those excuses? Rather than focus on the "I can't", shouldn't we be focusing on the "I can" or better yet, "I will"
We know the formula for success. If not, you probably shouldn't be in sales. The formula really hasn't changed, ever. The tools might have changed. "You mean I can drive a car to my sales call instead of riding a horse?" "Social media instead of calling on the phone?" Yes, the tools change. The formula stays the same.
Don't forget the important things.
Get face-to-face to grow your sales! (And every once and awhile, grab your camera and get outside to snap some pictures).
