The 32 Worst Things You Can Do in Sales:
21. Lacking Discipline
By Steven J. Schmidt (3/10/09)
If you want sales, then you must be out in the field putting the hours in as if you were working a nine-to-five job. That doesn't mean you have to literally work from 9 to 5; it means that whatever time slots that you are out in the field, you must work as if you are at a regular job. You may have an office, and that's fine. But your car is your REAL office. That is where you will be and should be if you are truly out there in the field getting sales.
Even the best salesperson who can afford to take off are the ones who are working ridiculous hours and not taking a break. As with anything, the more you put in, the more you will get out of it. I have seen many salespeople get a number of sales in say, a five-day work week, and the next week they only work three days when they should have worked five. The way they think is, "Well, I worked so hard this week and I made so much money, so I am going to take it easy for the next week."And you know what? That person will never be a great salesman.
You should put the same hard work in that got you there in the first place. If you are at a nine-to-five job, you can't say to your boss, "Well I worked very hard, so I'll come in two hours later tomorrow." Unless your boss is one of the two Bobs, your boss will say, "Do not bother coming in at all." You need to have the DISCIPLINE to stay out in the field. You must treat your freedom with great responsibility.
Whatever it is that you're selling, there are always more customers to gain and more consumers that are waiting to buy. If you are selling advertising space for a radio network, you need to sell as many time slots as you possibly can. If you only have a certain amount of time slots you can sell, sell until you hit the ceiling. Once you hit the ceiling, your boss will tell you that you're doing a great job. And guess what? You just put yourself in a situation where you can either ask for a raise or even a promotion, and the people whom you answer to will be asking, "Can you help us explain to the other salespeople how you do such a good job?"
That i just an example of what can happen if you take your sales job seriously and work as if you have a nine-to-five job. You have to be as disciplined as you possibly can, and even more so than someone working in an office setting, You will usually not have people riding your hump even though you have to answer to someone. You will always have freedom as a salesperson, but you MUST make sure that you are always constantly working, so that you can maximize the money that you make with the time that you put in.
This is one of the worst things you can do in sales. As a matter of fact, I have seen some very talented salespeople never ever reach their full potential, or even half of it, because of laziness and lack of time discipline. It is an absolute shame, but it must be done. It might be hard to do at first, but if you are money-hungry, you will do whatever it takes do be disciplined. And once you are, it will be part of your daily routine.
More from The 32 Worst Things You Can Do in Sales
- Walking Away - 2/16/09
- Not Looking Customers in the Eye - 2/16/09
- Talking Too Much - 2/16/09
- Not Listening to Customers - 2/16/09
- Not Knowing Your Product - 2/16/09
- Not Being Organized - 2/16/09
- Getting Distracted - 2/16/09
- Selling Price Alone - 2/16/09
- Not Getting Proper Rest - 2/17/09
- Getting Flustered (Lack of Production) - 2/19/09
- Leaving Territory Too Quickly - 2/20/09
- Being Rude to Customers - 2/23/09
- Being Too Content - 2/24/09
- Maintaining Poor Hygiene - 2/26/09
- Pressuring Customers - 2/28/09
- Not Having Fun - 3/2/09
- Not Closing - 3/3/09
- Lacking a Powerful Introduction - 3/4/09
- Not Following Up With Customers - 3/6/09
- Not Having a Strong Mentality - 3/8/09
- Lacking Discipline - 3/10/09
- Not Handling Objections - 3/12/09
- Sounding Desperate - 3/14/09
- Having Poor Customer Service - 3/17/09
- Not Taking a Vacation - 3/21/09
- Misreading Customers - 3/27/09
- Lacking a Unique Sales Identity - 3/31/09
- Not Letting Yourself Be Known - 4/6/09
- Not Having Patience - 4/9/09
- Not Holding Yourself Accountable - 4/11/09
- Hitting on a Customer's Wife - 4/13/09
- Acting Like a Salesperson - 4/23/09
- Overview - 5/23/09