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Why Discipline is the Bridge to Sales Success #448
There is a lot of chaos in the world today and your company is neck deep in it, as are you because the company is depending on your sales skills to keep it afloat. Why? Because without sales, there is no revenue. If there is no revenue, there is no company. Just because the world is in chaos, that doesn’t mean that your life must be in chaos too. From this mess you can build order when you employ a bit of self discipline. Discipline is the soul of a business. It makes small organizations formidable; strengthening the weak with success for all. A little bit of discipline goes a long way and it’s the topic for today.
Today’s Chapter: Discipline
Sales mastery is clear and concise
yet people prefer the side paths.
Avoiding discipline,
They are out of balance.
Lacking organization,
Deals are lost.
Where skill lacks,
Hard work steps in.
The daily grind
Polishes the professional.
Today’s Story
On Monday Pat was moved into the sales manager slot and tasked with turning around the sales team. The entire organization was struggling. A quick survey of the teams Key Performance Indicators illustrated the problem. Some days there were many outbound calls, other days none. When it came to follow up emails it was haphazard. Pat’s predecessor was loosey goosey when it came to process and discipline. This had to stop.
Pat called a team meeting and shared concerns about the lack of discipline. Chris spoke up saying “We have a philosophy that sales is an art and a feel. We all wing it and that’s working.” “But it’s not!” responded Pat. “I’m afraid this team has been treated like mushrooms, best kept in the dark. Our sales numbers are down and the business is in serious trouble if we don’t turn this around by the next quarter.” The team turned somber now understanding why their boss had been removed.
Pat went on “There is an order to qualifying leads, setting appointments, pitch services and then closing new clients. If we follow a set process, things will work out. I get that you’ve not had the best leadership, but I pledge to take the successes from my past, and make that happen here. I’m committed to your success. Your success is our success”.
And that was the first of a set of daily coaching meetings that turned around sales
Take Action Quote
Despite what many think, in discipline there is freedom. Building a structure to your life, and bringing that in the workplace is liberating. It’s a paradox, right? How can that be you might think. But this is a fact, when you put less energy into one place, it leaves more energy for other places. Instead of putting energy into deciding what to do, if you take a disciplined approach of outreach and follow up, tomorrows day will be schedule today as part of you just doing your job. All the pressure or worry evaporates. You’re expending less emotional energy worrying, and the let the discipline to the heavy lifting.
Napoleon Hill said,
“Self-discipline begins with the mastery of your thoughts. If you don’t control what you think, you can’t control what you do. Simply, self-discipline enables you to think first and act afterward.”
Hill is spot on and it will pay off in dividends.
Habanero Media Network
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How to Connect with Pat Helmers at Sales Babble
Sales Babble shares selling secrets for non-sellers. Masterful selling is understanding what buyers want, discerning if you can help, showing what you have and helping them to make a decision that is good for their business and yours. See https://salesbabble.com
I’ve interviewed 100s of sales experts and discuss all things sales: prospecting, qualifying, value propositions, presentations, demos, closing, generating referrals, earning references, upselling, marketing, lead generation, copywriting, and most important the right selling mindset. Stop fearing sales and embrace it.
This is a production of Habanero Media https://habaneromedia.net
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