Habit Beats Knowledge
I spent most of last month doing sales audits…which is great.
Firstly, because I love sales audits and secondly, because clients get some really profitable, quick and easy wins.
But that aside, I’m always more than a little conscious that some of the time I’m having to bite my tongue.
I’m keeping my lips firmly sealed because I don’t want to be accused of being TOO salesy, too aggressive, too over the top, just, well, too much.
But this is my blog so I can pretty much post what I want…so here goes…the question I have to hold back on tooooo many occasions is this
Do you remember how to sell?
I’m sat in the middle of sales teams, full sales metrics in front of me and I’m wondering why the sales manager, the sales director and the CEO need me to tell them what’s happening and what needs to happen.
Here’s what I’ve noticed over the last 12 yrs of doing sales audits:
What I think is obvious is not obvious to many of the sales guys that clock in every day…
BUT the most important thing I’ve realised is that HABIT will trump KNOWLEDGE every single time.
And that’s where the rot sets in.
People get into the habit of doing what they like doing, what they feel like doing, what they can get away with doing, what they enjoy doing, what keeps them busy, what keeps them off the manager’s radar…
Sometimes the sales team or the business don’t need new knowledge, new skills or even new insights…that’s not appropriate in many cases…instead, it’s better I help them build better, more valuable, more rewarding and more results orientated habits.
Maybe we all need to take a look at some of our habits on a more regular basis…
P.S. If you want to adopt a great habit for yourself, you can hit this link and start today…Start your FREE subscription to the Advanced Business Achiever
P.P.S. and if you feel you need a thorough sales refresher to refine, reprogram and reboot some of your best sales efforts and habits- hit this link – The Sales Improvement Workshop – Just £97 per person, PLUS, you enter a draw for 6 weeks 121 sales coaching…winner drawn on the day.
For further information on what I do – www.mortonkyle.com or email firstname.lastname@example.org or call 0779 002 1885
PLUS – If you want to discuss any aspect of your business and it’s sales performance – just hit this link to register your interest in Funded Sales and Business Development Support