Maintaining momentum in a sales career requires a proactive, disciplined approach. There are many things to consider and put together to achieve an effective selling week and sales year. The onus is on us, the salesperson, to make the most of what we have. However, many sales people unfortunately adopt the approach that it is their company’s responsibility to train and educate them, to provide everything they need before they can truly be effective as sales people.
By contrast, enlightened, highly effective sales people recognise that they need to invest in themselves, invest in their own learning and continuous development, make the most of what they have and create opportunities whatever their resources. Top performers take a proactive approach to their ongoing development; they take responsibility for their part in helping their company and customers be successful; and they continuously looked at ways they could attain mastery in their sales careers – despite management and resources, and always without prompting.
So what can we learn from these top sales performers? What do we have to do now to keep our sales wheels turning? How do we create our own perpetual learning environment (PLE) to help us be successful?
Adopt a learning mindset
The first thing is that you need to be open to learning. We don’t mean this in the formal classroom sense though; it is about a mindset of being open to seeing every opportunity – good and bad – as a learning opportunity. Thus it is about self reflection, recognising your part in the processes you are involved in. The top sales performers from the study engage in self-appraisal and continuous learning.
- Ask for feedback on their performance and the degree to which they met clients’ expectations,
- Collaborate with colleagues and do not allow competitiveness to get in the way,
- Recognise and act on the need for continuous learning and development,
- Evaluate their performance and competencies and initiate development activities without prompting.