Now that the kids are out of school, and many business people have started their holidays or are rushing around doing last minute holiday shopping, sales people can find it hard to keep busy. Instead of clock watching, use your extra time to invest in youself. You know all those tasks you said you would get done if only you had the time? Well now you do!
The downtime during the holiday season is a great time to brush up on your product knowledge. Pull out some brochures or operator manuals and start reading. You could also get yourself organized so that you start the year off right. When was the last time you cleaned your office? You may be surprised what you find in that pile of papers on your desk.
Did you know that business people who read at least 7 business books a year earn over 2.3 times more than people who read only one book per year? Why not take this time to read one of the B2B Sales Connections book suggestions?
You could also take a sales course. Studies show that 25 % of sales reps produce 90 to 95 % of all sales. Clearly, most sales people are not selling up to their potential and not making the incomes they could. Why? It’s not that the job can’t be done because 25 percent are doing it and doing it well. It’s because the other 75 percent either are not in the right sales position or they truly don’t know how to sell. You could take the holiday season to learn to sell the same way, with the same sales tools, as the top performers do.
Don’t wait for your employer to provide training. They are only responsible to pay you for the work you do. You and you alone are responsible for your own personal development. You don’t wait for a prospect to call you before you make a sale do you? Then why wait to improve yourself.
Even if you have been selling for a long time, you can always upgrade your skills. Regardless of your years of experience, if you are not reaching your sales goals, then investing in yourself is the right move! Remember, as Alan Weise once said, “Improve by 1% a day and in just seventy days, you’re twice as good.”
Happy Holidays everyone!
Susan A. Enns, B2B Sales Connections
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