You may be stuck in your home. Your figures may not be precisely where you want them. But, there are still things you can do to set yourself apart from the crowd. Let’s find out more.
For most of us in sales, things aren’t great right now. We’re all working from home, which has its advantages, but also separates us from our everyday support network. For many of us, demand for what we sell has taken a nosedive. We also have the anxiety of trying to keep ourselves and our loved ones safe. It’s tempting to just throw your hands up and coast, waiting it out until the crisis blows over.
However, the best salespeople, the ones at the top of their profession, are not doing this. The best people are not wallowing in self-pity; they’re looking for ways to make the best of a bad situation. Not only will their actions put them in a good position when things return to normal, they are helping them to succeed right now. You can be like them too. It’s not too late.
Here are three things top salespeople are doing right now to be successful.
1 – Investing in personal development
Now that you don’t have to commute to work, you have some extra time. The best salespeople are using this time to improve their knowledge and skills. The great thing is, there’s never been a better time to do it – there is so much great new content out there.
Block out a specific time during your work week that you can listen to podcasts, watch webinars or read articles on subjects that will boost your skills.
For me, I’ve found that companies are pushing out tons of great live content, but I can’t always make them, or they’re in a different time zone. What I do is register for things that stand out. Then, on a Friday afternoon, I carve out a two-hour slot when I know I can focus properly, and listen to my recordings.
I really look forward to this time because it’s when I invest in expanding my knowledge. I love hearing insights from other sales practitioners.
2 – Maximising effort
As I said at the start, I know it’s tough right now. Perhaps you’re an inbound rep and your inbound leads have completely vanished. You may be a CSM and the majority of your accounts have asked to pause.
However, you can always find something to work on that will help move things forward now, as well as position you better when things eventually bounce back. Is there a special project you could work on, such as refining the customer onboarding process, or building a new playbook? Look at it as all the things you used to wish you had time to do!
At a Revenue Collective workshop I attended earlier this week, I learned that we feel rewarded for the effort we put in, not the outcome. It’s called The IKEA Effect – we place a higher value on the things we make ourselves.
3 – Building their personal brand
Finally, the best salespeople are reminding the world how good they are by creating and maintaining their personal brand.
Think about what you want to be known for on channels like LinkedIn? What do you want your prospects to think about you? How about your managers and colleagues?
If you do a lot of outreach on LinkedIn, your profile page is prime real estate. Spend some time making sure your profile is as good as it can be, promoting the parts of your personality that you want everyone to see.
After that, start interacting with more people on the channel. Be aware of what you post and how you comment; make sure it is always in line with the goals for your personal brand.
Find out more
One day, hopefully soon, we will bounce back from this situation. The sales world will have changed, but one thing will remain – you get out what you put in. Make sure you maintain your activity, as well as focus it in the right areas. You will reap the rewards soon.