In July you may have read The Game of Sales and The Game of Sales Leadership.
If gamification is to be your way of work – then you aren’t a salesperson, you’re a sales-player!
Here are 12 steps stolen from How to Be a Great Football Player translated for the great inside sales-players.
1. Know that you can achieve your goal.
- Do you have a mindset of self-belief?
- Are you confident that you can be successful?
- Inside do you believe you deserve to win?
2. Be in great shape.
- Are you sales fit?
- Do you work out your sales muscles daily to get stronger?
- Have you created a habit of getting better?
3. Practice the basics.
- When is the last time you focused on being masterful at the basics?
- Do you have conversational qualifying questions to ask?
- How will you handle resistance and objections?
4. Find a position you like to play.
- What are you good at AND enjoy doing?
- Do you strive to put yourself into situations to do MORE of those things?
- Have you defined what you want your sales career to look like?
5. Practice the skills for your position.
- What sales skills do you want to be stronger and more confident in?
- How can you get the training and coaching you need?
- Who can help you become better at your sales craft?
6. Be aware of your competition.
- What else might be a higher priority than what you’re working on with prospects and customers?
- What are the criteria being used to choose a solution?
- Who else could win the business away from you?
7. Be tough.
- Do you have a strategy for when you’re tackled by an objection – obstacle – your competition?
- How will you get up when you’ve been outplayed?
- Are you resilient?
8. Get along with your team members.
- How are you cooperating with the other sales-players on your team?
- What do you do to build alliances with other departments?
- Are you easy to work with?
9. Get ready to win.
- Do you prepare well to sell?
- Are you aware of the metrics the most successful people in your organization achieve?
- Do you have the will to succeed?
10. … anything less than your absolute maximum 100% effort… is a recipe for mediocrity
- Do you use all your sales skills and belief on every call?
- When you feel like slacking, do you make yourself take action instead?
- How committed are you to putting in the work to be great?
11. When you’re off the field, listen to the coaches.
- When is the last time you listened to sales advice AND took action on it?
- Are you actively looking for someone to coach you?
- Do you have accountability partners to work with?
12. Watch some of the games to look for new skills!
- Do you have a career learning plan for yourself?
- Have you figured out a new skill you want to learn, practice, and implement?
- Who are you looking to for their expertise?
This week figure out what’s missing for you to be the best sales-player you can be. Then get after it!
Yours in greatness,
Lynn
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