One of the biggest challenges that salespeople (and their managers) face is performing consistently. Anybody can have a great month or quarter, but those who can deliver month in and month out are the highest paid and most valued performers. It’s like the difference between a one-hit wonder band and the Rolling Stones.
But, how do you become more consistent, especially when things can change so quickly all around you? Maybe you’re getting less leads, or maybe all of your prospects decided to go on vacation at once. What can you do about that?
You’re more in control of your own destiny than you might think. Here are some steps you can take to ensure a more steady performance, rather than the roller coaster that many salespeople find themselves on.
1. Have a plan (and stick to it)
Consistency is all about your behavior. The best way to ensure you engage in the right behavior is to have a plan. In sales, an effective plan prioritizes prospecting, following-up, and closing. So it’s critical that you set aside key blocks of time every single day to do these things.