Nine Sales Habits to Work on in Q2

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We are about to end the first quarter of the year and many of you are already looking ahead to the second quarter.  This is a great time to plan to start some new business development and sales habits or to improve upon the good ones that you already have.  Here are nine ideas.

#1 Planning

Great planning is more than just making a "to do" list for the next day or the next week. The "to do" list method tends to keep us focused on the most urgent matter. It is reactive in nature rather than proactive.

Great planning requires that you develop an understanding regarding what activities and projects are highly important, but not necessarily urgent. Make these things a priority by developing the habit of scheduling time for them each week. By the way, all of the ideas in this blog post are important, but not urgent.

#2 Execution

Many of us already habitually plan. Our real struggle is with execution. We could spend a lot of time talking about why people fail to execute their plans. Here is my simple explanation. 

We each have individual patterns, or HABITS, that dictate how we spend our time. These habits are strong like gravity. Like launching a rocket ship, getting beyond the gravitational pull of these habits takes an extreme amount of focus and energy. Too often, we simply just run out of fuel before we have broken free of one habit and replaced it with another.

This quarter, plan realistically and then commit to mustering the energy necessary each day to replace a few less productive habits with that of better execution.

#3 Reading

If a top sales person or a very successful business owner said that they would sit down with you for an hour a day for the next couple of weeks and systematically transfer what they know and and all it will cost you is about $25, would you do it? Of course! So why not get in the habit of reading their books and blogs. If you don't like to read, get their books on CD or find some podcasts with the content you want.

#4 Practice

When a professional athlete loses the desire to practice, they retire. As professional sales people or business owners, we expect to make more money each year but we rarely practice those skills that will lead to making more money. Pick a few sales skills that need improvement and establish a practice regimen.

#5 Social Media

Successfully using Twitter, facebook, Linked In, or a blog to develop business requires one to habitually use these tools over time. It is a long term investment. If you are reading this, you probably already are using one or more of the tools. Examine your habits and see what you can do to be more efficient and consistent.

#6 Relationship Building

Networking in and of itself does not necessarily build relationships. Establish the habit of once per week reaching out to at least one person in the business community whom you have met. Send them an e-mail, call them, invite them for coffee, send an article, tweet them, send a message on facebook, or send a hand written note. Anything just to "touch" them and build your relationship.

#7 Give Referrals

Everyone wants to get more referrals. Referred clients are better for so many reasons. The easiest way to get more referrals is to be great and giving referrals. Whenever you meet someone or engage with people in your network, habitually ask yourself the question, "Who do I know that would be a good prospect for this person?"

#8 Exercise

What does this have to do with increasing sales? Regular exercise will give you more more energy and help you to be more productive. More importantly, regular exercise will help you maintain a positive attitude. Let's face it. Bad days happen. A brisk walk or run won't change the facts, but it will change how you feel.

#9 Rest & Relax

Sales professionals and business owners have a real balancing act to perform. We must maintain a hyperbolic sense of urgency about some things all the time. After all, time is money. But on the other hand, we have to keep in mind that growing a book of business with a steady pipeline of new customers is a marathon, not a sprint.

To stay focused, motivated, and energized, you need to avoid getting worn down and burned out. Make rest and relaxation time a habit.

What other sales habits would you suggest to improve business development?

Comments

[Brian Anstoetter]

Good stuff Jeff! Keep it coming. I can always use some stiff reminders. Let me know if there's antything I can do for you.