Motivation is something that’s always evolving. At the start of my career, I entered the sales profession to make more money and have more freedom. Fair enough motives for launching a career . . . but that changed quickly.
After I gained my first client, I quickly realized that the sales profession is not about looking out for number one. Sales, in practice, is about solving problems and providing results for those who are searching for solutions.
It became more fulfilling for me to solve issues for business owners and managers, and to help sales teams grow. That problem-solving motivation is still my heart today, and it’s a significant part of a successful sales team. There’s much to be said about the art of the sale, and about how to navigate and finesse those all-important asks.
But what makes a sales team successful isn’t only what happens as the sale is closed. What makes a sales team successful is the process, the habits and the strategy. I call this “Sales CPR.”
C stands for CONSISTENCY. Consistent salespeople set a high standard and then keep at it. They know what habits help their sales and keep these up. They build relationships with prospects and customers alike, in a way that’s more a marathon than a sprint. They put effort forward on a daily basis, with little variance.
P stands for PERSISTENCE. Persistence means never giving up, and staying on the path. Good sales teams give it their all in the face of difficulties and challenges, looking fear right in the face. 47% of people don’t follow up with their contact after the first call. That’s almost half! Persistence puts you in the other category, and it’s that stick-to-it quality that brings success.
R stands for RESILIENCE. When they face setbacks, resilient salespeople bounce back. Challenge? Accepted. Problem? Let’s find a solution. That positive attitude transcends their processes and habits. 80% of sales are closed after the seventh call. Resilient sales teams don’t give up on call one or call six.
Ultimately, your sales team’s CRM system is a tool. It’s a powerful tool and can carry your sales team to new heights when it’s used well. But these good habits and commitments to process are what differentiate those successful sales teams.