Here are my Top 3 bad habits that I see sales professionals do. [disclaimer: many other people do these too, not just sellers; however for a salesperson to become a true pro, these habits are critical to break]:
1. Not following up: This is the top issue with most sales pros. We call on someone — a prospective customer – once, perhaps twice or even three times"?¦. Yet it can take 7-12 contacts to build up trust. What professional would sabotage themselves by doing this? Yet it happens all the time. More interestingly is that even if we have a qualified prospect we lose track. Why is that? Partially for this reason, and partially for another one I´ll get to in a moment.
2. Not creating enough activity: The classic poor habit of either thinking our close-ratio (our percentage of how many deals we will close) is so high that we don´t need more activity in our pipeline OR we just don´t realize how many opportunities we need in order for enough to come to closure for us so we have a shortage of activity in the hopper. Signs of this are the feeling of desperation if a deal isn´t going to land our way, or looking at how we allocate our time daily and finding most is on research or customer support.
3. Not having a process to work sales opportunities: even if you use a whiteboard on the wall — start TODAY by listing all of the activities you are working which will bring you prospective customers — then start listing potential revenue by opportunity and work it in a step-by-step manner to bring deals to closure. There are many web-based pipeline management software programs (part of the SAAS movement) on the market — try one out (most have a 30-day trial) and capture information about what is critical to keep — your prospective customers and clients. Remember that although they may not buy today from you, it is much easier to sell to those people who know you later on, than to find new, cold prospective contacts.
What other habits come to mind as ones us sellers need to break?