The coming of a new year…a renewed commitment to an exercise plan, another new diet, another new sales compensation plan and another year full of promises.
I firmly believe the New Year is also a time to break bad habits.
Habits…they’re simply behaviors that impact the decisions we make about how to spend our time, our sales activities and resources.
Over time, you accumulate experiences and knowledge which influences your outlook, along with your ability to effectively manage what you do on a daily basis.
From the most tenured of salespeople to the less experienced, recognizing what’s a good versus bad habit, is the first mission-critical step in understanding why you do certain things while avoiding others (like prospecting).
I wholeheartedly believe that deeply rooted in bad sales habits is a lack of personal accountability.
What constitutes bad sales habits?
At what point do these habits begin sabotaging productivity, performance and, more importantly, pipeline?
Are You Personally Accountable?
Honesty with yourself. This is the first step in personal accountability.
How many in sales are willing to answer for their outcomes which result from their choices, behaviors, actions and decisions?
Weak salespeople blame their situations on circumstances and other people.
Sales professionals build a strong sense of self, based upon personal accountability and these three things:
- They don’t blame others
- They are constantly looking in the mirror
- They always work on their process
Rise Above the Empty Suits
I urge all of you in sales to become serious about your career. Put in the time and do the work necessary to become a true sales professional.
What stunts sales growth?
What prevents sales reps from becoming sales professionals?
Ditch these horrible habits in 2021.
Excuses
Sales professionals slam the door on excuses.
I believe committing to excellence is the key to unlocking your success in 2021.
I’m massively concerned with the current state of many within sales.
What I’m seeing develop is a lack of commitment to excellence. A culture of excuses and finger-pointing has replaced hard work, grit and determination.
So many in sales are using excuses to rationalize their actions regarding their circumstances, their actions toward other people, and the events or stories that prevent them from hitting their numbers.
I believe excuses are pure crap and often the primary reasons why salespeople are unable to accomplish what they need in order to succeed.
In order to smash your sales targets at the end of 2021, you must take personal responsibility.
You must hold yourself accountable to YOU!
It’s no one else’s responsibility to help you get to where you need to be; it’s yours and yours alone. This means that if you have a crappy month and fail to meet your plan, it’s not your manager’s fault, your customers’ fault, nor your prospects’ fault—it’s your fault!
You have to suck it up, self-reflect, buckle down, and get to work. Look at yourself in the mirror and commit to getting better.
Stop making freaking excuses!
Fear
The success you have in 2021 depends greatly on your sales skills. Everything from driving profitability to bringing in new business and client retention relies on your ability to sell.
What is concerning is the number of salespeople who lack confidence with their sales abilities and skill set. Whose fault is that? I say lack of practice, preparation and planning have something to do with your low skill set.
With conviction and based on observation, it’s no surprise that many tenured salespeople are nervous, afraid and hesitant to do anything relevant to improving their sales skill set. Why? Fear of being exposed! Yes, I said it!
Become vulnerable and develop the courage to help overcome your fears. Vulnerability will set you free.
I believe all of you have strengths. Becoming vulnerable with yourself won’t hurt you. It may put in a dent in your pride, but it is well worth it. I promise you.
Set aside the fear, become a bit vulnerable…
- Ask for help
- Admit to yourself… you don’t know everything
- Embrace the chaos and the stories in your mind
Ego
Sales professionals check their ego at the door.
Social media, the movies and a vast majority of the public portray salespeople as egomaniacs with slick-backed hair and a “do whatever it takes to close the sale” mentality.
Perception is reality and it sure does remind us of “Glengarry Glen Ross” scenes, doesn’t it?
While there’s always some truth to stereotypes, the biggest exceptions to the rule lie within us.
Ego certainly plays a part in one’s success, but it can also hinder one from significant sales growth.
In our highly connected, digitally-driven and socially empowered business world, a highly assertive, know-it-all mentality combined with a super-charged ego will be the kiss of sales death.
The real-deal sales professionals…you know, the true superstars…sell from the heart, are open-minded, curious, collaborative, vulnerable, open to learning and aim for genuine partnerships with their clients.
These professionals have humility and operate without any deception whatsoever. This is a direct conflict to the behavior of ego-driven salespeople.
Being an ego-maniac and self-serving ruins relationships, cuts you off from authentic experiences and chips away at your clients’ happiness.
You Owe it to Yourself
What would happen if you got rid of the excuses, overcame your fears and squashed your ego? Would this change your sales results? Would this help you in prospecting for new business sales opportunities or strengthen your client relationships?
Will excuses, fear and ego prevent you from being the best version of YOU?
Let’s face it, we have all laid down the excuse egg. We all have beat ourselves up over excuses.
Excuses stunt our personal and professional growth.
Whining, moaning and crying in sales can be prevented. It starts with giving a rip about yourself and your career. Why is this important? You owe it to your employer and, more importantly, your family.
The legendary Carlos Santana nails it: “Most people don’t have that willingness to break bad habits. They have a lot of excuses and they talk like victims.”
You can be a victim 2021 or you can choose to take action.
