Over the decades that I’ve been involved in sales, I’ve worked with tens of thousands of salespeople. Certain negative tendencies — mistakes that salespeople make — keep surfacing. Over the next few weeks, I’ll share my top five. Here’s number two, not necessarily in order of priority. See to what
degree you (or your sales force) may be guilty of it.
Mistake Number Two: Lack of Planning
The typical field salesperson has, as a necessary and integral part of his/her personality, an inclination toward action. We like to be busy: driving here and there, talking on our cell phones, putting deals together, solving customers’ problems — all in a continuous flurry of activity. Boy, can we get stuff done!
And this high energy inclination to action is a powerful personality strength, energizing the salesperson who wants to achieve success.
But, like every powerful personality trait, this one has a dark side. Our inclination to act often overwhelms our wiser approach to think before we act.
In our hunger for action, we neglect to take a few moments to think about that action. Is this the most effective place to go? Have I thoroughly prepared for this sales call? Do I know what I want to achieve in this call? Is this the person I should be seeing, or is there someone else who is more appropriate? Is it really wise to drive 30 miles to see this account, and then
backtrack 45 miles to see another?
Customers these days are demanding salespeople who are thoroughly prepared, who have well-thought-out agendas, and who have done their research before the sales call. All of this works to the detriment of the “ready-shoot-aim” type of salesperson.
On the other hand, those who discipline themselves to a regular routine of dedicated time devoted to planning and preparing will find themselves far more effective than their action-oriented colleagues.
