I was recently training a group of salespeople, and I asked the simple question, “How many of you would like to sell more products next year than you did this year?”
It was no surprise that every hand in the room shot up. I could hear comments from some of the room saying if next year is as bad as this year, I am not going to make it. Their income had taken a dramatic hit, and they were desperate to turn things around. I then followed it up with the question, “What strategy, tactic or behaviour have you added to your role as a salesperson that you believe is going to help you outperform the market?” All I heard was crickets.
Unfortunately, many people who have the role of salesperson got there by accident. It was not a planned event in their lives. As such they have stumbled into success, either by being at the right place at the right time or by trial and error. What many of them seem to be missing is a growth minded mentality. How do they create a better version of themselves year after year? If we have a growth mentality, we are always looking for ways to better ourselves. We see investing time and money in our own development as non-negotiable.
So if you truly want your results to be better in 2025, ask yourself what are you going to do to become a better version of yourself.
Perhaps you need to look at buying a book on the latest development in the psychology of influence to see if your current strategies are as effective as they could be.
You may need to review your prospecting plan to determine which behaviours are most effective and which ones you need to do more of.
Maybe you need to enroll yourself in a class where you will be pushed outside your comfort zone. Wait! We can help you with that – Request a guest pass to a Sandler session [link to Crash a Class]
You could just hope that the economy turns itself around and your results go back up.
If you want to outperform the market you will have to do something different, better, or more consistently than everyone else you compete against.
Getting different outcomes means creating better habits – Pick up this bonus resource, 8 Habits of Salespeople Who Thrive During Times of Economic Uncertainty.