4 Things Top Salespeople Do Every Week

The Optimal Salesperson® has a blast on a day to day basis. Sure there is some drudgery involved. I mean who really likes writing proposals or filling out forms to prepare quotes? Then there are a few management reports and the odd internal meeting or two. But you should be having fun every day. You meet new and interesting people regularly, you help people solve problems, you are not trapped behind a desk, you are your own boss most of the time, you have control of your own destiny, you make a lot of money and you can usually find a way to see your kid’s soccer games. If you are not having fun, then you are doing something wrong. But amid the crush of daily activity, many salespeople forget some very important things that need to be done regularly to get to the top and stay there. Most salespeople will follow up on leads they receive and prospects in their pipeline, and all salespeople will respond to urgent requests from clients and management. But here are four things top producers make sure they do on at least a weekly basis which mediocre salespeople ignore.

1. Connect With Goals and Purpose – It’s easy to forget why you are doing what you do. As much fun as sales can be, it still requires tremendous amounts of emotional energy on a daily basis to overcome internal obstacles and fight through personal barriers to get the job done. The work just doesn’t come to you, you have to go and get it. It’s easy to become distracted and demoralized. You should review your goals at least weekly to remind yourself why you are working and what your priorities are. It will keep you motivated, on track and happy.
2. Improve Skills – The Optimal Salesperson® constantly strives to get better. They know what skills need improvement and they work on them. They take classes, they study and they practice. They also know what internal obstacles are holding them back and they put out the energy to try to overcome those obstacles.
3. Prospect – The Optimal Salesperson® prospects consistently and relentlessly. The secret to sales success is consistent weekly prospecting; not wild periods of activity interspersed with long periods of doing nothing. You should know how much prospecting you need to do on a weekly basis and never let a week go by without doing it.
4. Track Sales Activity – Top salespeople keep track of how much sales activity they do on a daily basis and they report it … even if they only report it to themselves. Accountants, Engineers, bakers and even day laborers know how much work they have to do in a given time period. They know how much they have done and they know how much they have left to do. Should you do any less? If you are not tracking it you are probably not doing it!

If you add these four important activities to your weekly routine you will find yourself more motivated and less distracted. You will have more money and be happier. And as an added bonus … you will probably see more of your kid’s soccer games.