I just wrote a post in response to a read question that states my approach to selling. READ it at the link below and you’ll know how I think about sales. It may be good sales mentoring for some of you.
Consider this a bit of sales mentoring.
I spent a lot more time planning then many of my sales counterparts and got better sales results than most of them.
I spent a lot of time making sure things ran smoothly, I used to say my job was ” to grease the wheels”. I did this because I learned that problems have a way of swallowing up time. A delivery problem or a stock out for a small customer can become the major priority in your workday (or even workweek) when in terms of dollars it doesn’t deserve to be.
I tried a lot of systems to keep organized. The concept of kaizan, continuous small improvements in productivity.
All of these things take some thinking about, some research and the ability to monitor the results. Professional sales people are always looking to get better.
The article below talks about the value of systems and doing the headwork. Well worth a read.