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By In Personal Growth Sales Posted December 02, 2020

Habits of Top Producers

One of the things I talk about with my sales coaching clients is, “the more specific, the more terrific.” If you don’t know where you are, how do you know what it’s going to take to get where you want? So, you have to be specific with your goals. 

But here’s the thing, do we REALLY have control over our results? Nope, we don’t have direct control over our results.  BUT, we can influence them! 

There are 3 things that we have ultimate control over that can have a massive impact on our results.  At Southwestern Consulting we call the diagram below the Habits Triangle — the habits we can control.

The first controllable is on the right side of this triangle — SKILLS.  Examples include people skills or communication or industry knowledge.  Skillsets are learnable, trainable, and teachable. Unique skillsets are critical for any successful professional in any industry.  In sales, skillsets are needed to overcome objections, ask for referrals, the sales close and how make a good first impression just to mention a few.  Have you improved your skillsets?

If you are in commission-based sales, your SALES-MOTIVATION is essential. Many people are incredibly talented—they are smart, they are gifted, but for whatever reason they have absolutely no motivation or ambition. One month they are up and then next month they are down. Because their motivation is all over the place, their career and life reflect it. The point of sales coaching is to help an individual remain consistent in their motivation so they can keep increasing production month over month

There are books, seminar’s and podcasts out there that specialize in motivation.  However, if all you did was focus on motivation and not improving your skills, how far would that get you?  Motivation is only one-third of what we focus on at Southwestern Consulting. Because, what happens if you have an idiot and then you motivate them? You have — a motivated idiot! 

The third part of your business that you need to master in order to become a top producer is that you need to have incredible SYSTEMS. When you think of systems, what comes to mind? What systems do you currently have in place to be successful? Systems may include technology and some form of a CRM.  Systems also include setting goals, time management, having a balanced lifestyle, accountability, creating an effective schedule, and knowing how to work your territory efficiently. 

This is one of the most popular reasons why people get into coaching. Our clients say, “I need systems. I have business.  I’ve been doing this a long time. I’m motivated but not completely organized. I don’t have structure. I don’t have balance. I work all the time, and there are not enough hours in the day. I need to do more with less time. How do I do that?” People get into coaching to create better systems. 

And what really ties these three areas together is the word right in the center of the triangle –  HABITS.  Without good habits in these three areas, then nothing else works.  I can help you learn all the skillsets in the world. You can be the best motivational speaker. I can show you how to manage your calendar.  But, if we don’t work on these things until they become habits, what do you think is going to happen two weeks from today? Like a new year’s resolution, they disappear in a short period of time.

The problem for most of us is we just don’t have anybody holding us accountable to do the things we know we need to do until they become habits.  That’s what coaching is for – ACCOUNTABILITY.  As your coach, we hold you accountable to do the things that you already know you should be doing until they become habits. 

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