It is easy to get hyper-focused on improving business and sales skills. After all, that is what we are supposed to be focused on – increasing sales, right?
Many salespeople spend time developing their skills around prospecting, closing, presenting, rapport building and networking. If you ask what they are doing to improve their personal lives, they often respond “that has nothing to do with work”. But the fact is that it does. How you feel and the quality of your thoughts are key factors in sales success. They come with you to work.
It is worth it to mention and to repeat: positivity is important and will be attractive to prospects and clients alike. And that is why it is absolutely necessary to focus on personal development in order to show up and execute an effective sales process.
Three Ways to Foster Personal Development in Sales
1. Mental Clarity
Clarity and focus are required in all stages of the sales process. You represent the product or service that you are selling. You want to be at the top of your game, especially if you are interacting with a prospect or client. If you appear flaky, disorganized or burned out, this may give customers pause. Pause creates doubt, and that presents a liability in the sales process. Don’t be the reason your sales process doesn’t work.
One of the most impactful ways to generate a more powerful mindset is to be clear on your core beliefs about yourself, the product and the industry. Underneath all of the hustle may lie a negative belief about your abilities or the integrity of the product that could sabotage your process. Customers easily sense when you don’t believe in a product – and this will turn them off. You may even have set limitation on your success that you were not aware of, and it is getting in the way of meeting your goals.
Where can you go for support in converting these beliefs?
- Study positive mindset. Resources abound online.
- Get one-on-one coaching from your sales leader. If you sense that you’re struggling, they have probably noticed it too.
- Hire a professional development coach if you want an external, professional perspective.
- Engage a counselor, therapist or psychologist – athletes do this all the time to boost their confidence.
2. Taking care of one of your most important tools: your body
Running out of steam during your sales process?
Hitting the mid-afternoon slump during your day?
Experiencing consistent low-grade sickness?
It’s time to look at your habits.
Eating a lot of fast food? Not eating at all? Spending 24/7 in front of your computer? Not getting enough sleep? All of these can kill your momentum and adversely affect your performance and sales results.
What to do? How to improve?
- Learn how to take care of your body. Educational resources are available in every medium.
- Find time to eat, sleep, exercise and play, making each habitual.
- Exercise, even if it’s just a walk between sales calls. Walking has continually been proven to improve mental clarity and productivity.
- Watch your diet. Hire a nutritionist or personal trainer who can set up a plan and keep you on target.
3. Learn to nurture positive relationships and avoid unhealthy ones.
Interpersonal troubles don’t go away when you go to work. Troubles at home can be consistent distractions. On the other hand, a good social and/or family life can be a much-needed sanctuary, place to reset, and support system.
Make time for your family and friends. If you know you have trouble with managing relationships, get help. As you know, relationships in sales are key. The troubles that you have in client/work relationships can be a mirror for what is going on in your personal relationships.
Do not let one area of your life prove to be the weak link that sabotages your success. Prioritize developing relationship skills, taking good care of your body, and better understanding what makes you tick. It may not be the most natural thing for you to do. But once you maintain a habit of personal development, you will find that not only will you begin to exceed your goals, but you will be happier in the process!
360 Consulting has been around for a long time. Over that time we have learned that personal development is a must to run a successful and sustainable business. Need a consultation to discuss sales growth, leadership or processes? We can help. Call us today!