🧭 More productive in sales: Here's how!

When you ask sales managers and salespeople how they can get better at selling, you usually get answers that relate to methods:

"We need to get better at phone prospecting." Or, "We need to contact more prospects." Or, "We need to get stronger at closing." And so on.

That's all well and good. Except that, in my experience and observation, there are two other factors that are even more important for sustainable success in sales: Mindset and personal productivity.

We'll cover the former elsewhere. Today, we're talking about productivity.

Imagine a salesperson creating 20, 30, or even 50% more in the same amount of time: how much more could they create and sell? What I'm saying is: the leverage of productivity in sales is enormous.

Here are 3 key starting points you can use to significantly increase sales productivity:

1.  Conviction of your own value added. Surveys among customers show that the effect that most influences the purchase decision is the added value that the salesperson brings to the sales process. Mind you: Not the product, but the salesperson! The problem is that many salespeople themselves are not convinced of the added value. Often, they don't bring any. You have to work on that. Key question: How can you as a salesperson increase the added value for the customer?
2. Clarity about the most important activities. Most salespeople go through the day rather reactively, at least after the first two hours. Top salespeople are very clear at all times about what the most important activity at the moment is, with the greatest benefit to achieving goals.
3. Massive Action. In most cases in sales, we need high momentum to achieve results. Any good salesperson hears "no" significantly more often than "yes." To still be highly productive, you need to take massive actions on the most important activities (see point 2).

So then, apply the three ideas, and you will significantly increase your productivity - not only in sales, by the way, but also in leadership.

💡Additional idea: I am increasingly working with salespeople and sales teams to sustainably increase their success. If you want that too, just ➡️ click here to schedule a 15min conversation. After that, we'll know more.