From Recruitment Specialist & Sales Development Expert, Alex Cole-Murphy
Don’t miss the 13th tip in our Top 20 Sales Tips for 2020 video series in which we discuss the notion that truly committed salespeople are willing to do anything (legally) possible to increase sales within their organizations and become successful.
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According to the Objective Management Group, Commitment is the most important competency of a successful salesperson. Truly committed salespeople are ready to do anything even if it makes them uncomfortable, taking into account moral and ethical boundaries, of course. Given the current and changing environment, commitment may look slightly different moving forward. However, the core values and symptoms will remain the same. If you aren’t willing to do whatever it takes to be successful, then you may have what we call “conditional commitment”.
Conditional commitment may look something like- a preference to send email after email to get ahold of a prospect because you don’t like making cold calls. Bailing out of trying a new method or step in your process after a couple of attempts because the first time you were unsuccessful. Relying on dated forms of prospecting because new social selling and virtual techniques are unknown territories.
Highly productive salespeople are committed to the process, establishing quality over having the lowest price, trying new techniques understanding they may initially stumble, and moving prospects out of the pipeline when they know they are not a fit. Great people are always committed, even when the going gets tough.