This article originally appeared in the December 2021 issue of Security Business magazine. When sharing, don’t forget to mention Security Business magazine on LinkedIn and @SecBusinessMag on Twitter.
It is New Year’s Resolution Season, so I was inspired to create the following 20 ideas for salespeople. Pick five at the most and do them – it is really that simple.
1. Prospect for a minimum of one hour per week. Give yourself a break on holidays and vacation weeks, but every other week. Every single one. If you are overwhelmed, I totally understand – but prospect anyway. If you can get everything else done in 40 hours, then you certainly can get it done in 39 hours. If you do not prospect properly, pay close attention to the next recommendation.
2. Conduct a minimum of two hours of sales training per month. I mean real training. Reading a book is learning, not training. If you’re looking for training, check out www.vectorfirmacademy.com (use Security Business as a coupon code to receive a 10% lifetime discount).
3. Arrive at least five minutes early to appointments. You will be amazed how much better your appointments will run and how much time is saved by planning to be early for all appointments, including internal meetings.
4. Call one customer before 9 a.m. every day and just thank them for their business. Do this for six consecutive weeks and these calls will become the best part of your week.
5. Update your pipeline weekly. Do it weekly. It is like exercise – it is only painful if you don’t do it regularly.
6. Avoid negative people. Sales is a hard career, but also an amazing career if you surround yourself with positive people. Minimize (or delete) negative people from your life.
7. Bring unsolicited ideas to your top clients. Anyone can answer a request, but only the great ones bring ideas to their clients.
8. Turn off your phone at every meeting. And stick it in your bag. If you need to take pictures, make sure it’s in airplane mode.
9. Bring your boss in the field more often. You will be surprised how appreciative and helpful they can be when you bring them in the field in front of real opportunities.
10. Call direct lines. No one calls direct phone lines anymore; however, decision-makers are back in their offices and lonely. They are more likely to answer their direct line than ever.
11. Clean out your inbox daily. Since emails constantly arrive, my rule is to clean out all emails that arrived before 5 p.m. and catch up on the others tomorrow. You will feel 20 pounds lighter after doing it.
12. Read six books that will help you become better at your job. That is one book every two months – a very reasonable and valuable resolution.
13. Speak at events. Whenever possible, speak in public and help build your reputation as a subject matter expert.
14. Volunteer at a professional association. The people that are involved get more out of membership than those who simply participate.
15. Prepare for every appointment. Combine this idea with being five minutes early.
16. Send an agenda ahead of time for every sales call. Some people will discredit you before you even start if you don’t provide an agenda.
17. Send debrief emails within 24 hours of sales calls. List action items, state your appreciation and ask: “Does this action plan look right to everyone?”
18. Give your boss a break. Sales management is a tough job. Appreciate how stressful their position can be and your relationship will blossom.
19. Make in-person cold calls. Others are doing the virtual thing because it is more comfortable, and they have a built-in excuse. Just get out there.
20. Lead a healthy lifestyle. I left this one for last because every salesperson must lead a healthy lifestyle to maximize their success. Exercise a few times a week, eat less and better, sleep well, drink less alcohol, don’t smoke, walk a few times per office day…just do the things that you know are smart choices. Not 100% of the time but do better than last year.
Chris Peterson is the founder and president of Vector Firm (www.vectorfirm.com), a sales consulting and training company built specifically for the security industry. Use "Security Business" as a coupon code to receive a 10% lifetime discount at www.vectorfirmacademy.com. To request more info about the company, visit www.securityinfowatch.com/12361573.
