InTents August/September 2022 - 36

business | tips and techniques
The four crucial habits of
successful salespeople
Success depends on both salespeople and proactive management.
by James Auerbach
I
Just 30 minutes a day.
What happens if a salesperson
wastes 30 minutes per day? Based
on a fi ve-day workweek, that equals
7,800 minutes over 52 weeks. That
is 130 HOURS, or 3.25 full weeks a
year NOT selling. Now imagine if your
entire sales team is doing the same.
Before you know it, you are paying
for MONTHS of inactivity and missed
sales goals.
regularly get asked what the most
important factor is that contributes
to building and managing successful
sales teams. While there are many
contributing factors, the most critical is
engaged sales leaders who proactively
identify the four bad habits that impede a
salesperson's ability to eficiently manage
his or her time and exceed organizational
goals. Failure to recognize these issues
and quickly course correct results in
unproductive salespeople, staff turnover
and missed quotas.
R-S-P-F: A formula for success
The R-S-P-F Sales Formula™ focuses on
four measurable and repeatable habits,
traits and processes that all salespeople
must be proicient in, and that all sales
leaders must monitor closely. They are
Research, Scheduling, Presentation
and Follow-Up. Mastering each of these
is deeply intertwined with the daily
activities of top-performing salespeople.
Salespeople who are continually
working to improve in these areas will
have every opportunity to lourish.
Sales leaders who are using this process
to analyze their teams will experience
higher productivity and less turnover.
The goal is that you will be able to
identify where your team is excelling or
struggling within these four key areas
and address these issues to improve
performance. You will become acutely
aware of where you need to lean in as
a leader with each sales representative.
36 intents aug-sept 2022
Ground rules
All sales leaders think they are proactively
managing their team. They really do.
There are weekly meetings to review a
wide variety of numbers and metrics. But
more often than not, very little additional
investigating is done to understand why
one salesperson is missing his or her
quota every month, while others are
consistently top performers.
Many sales leaders only see " the numbers. "
They are quick to put underperforming
salespeople on performance
improvement plans (PIP) that primarily
focus on an increase in phone calls, appointments
and other traditional KPIs.
Unfortunately, a high percentage of the
time this just delays the eventual turnover
of the salesperson.
Just reviewing " the numbers " is never
enough. We are in one of the toughest
employment markets in decades.
The time and effort it takes to source,
onboard and train new employees is
substantial and costly. Understanding
how you can positively train and develop
each member of your team into a
successful contributor is paramount to
the long-term health of a business.
Habit One: Research
Don't hope. Attack.
Think about clothing stores at your
local mall. Each day they open their doors
and " hope " people will choose to visit
the mall and walk in and buy something.
There is rarely any research done or

InTents August/September 2022

Table of Contents for the Digital Edition of InTents August/September 2022

InTents August/September 2022 - Cover1
InTents August/September 2022 - Cover2
InTents August/September 2022 - 1
InTents August/September 2022 - 2
InTents August/September 2022 - 3
InTents August/September 2022 - 4
InTents August/September 2022 - 5
InTents August/September 2022 - 6
InTents August/September 2022 - 7
InTents August/September 2022 - 8
InTents August/September 2022 - 9
InTents August/September 2022 - 10
InTents August/September 2022 - 11
InTents August/September 2022 - 12
InTents August/September 2022 - 13
InTents August/September 2022 - 14
InTents August/September 2022 - 15
InTents August/September 2022 - 16
InTents August/September 2022 - 17
InTents August/September 2022 - 18
InTents August/September 2022 - 19
InTents August/September 2022 - 20
InTents August/September 2022 - 21
InTents August/September 2022 - 22
InTents August/September 2022 - 23
InTents August/September 2022 - 24
InTents August/September 2022 - 25
InTents August/September 2022 - 26
InTents August/September 2022 - 27
InTents August/September 2022 - 28
InTents August/September 2022 - 29
InTents August/September 2022 - 30
InTents August/September 2022 - 31
InTents August/September 2022 - 32
InTents August/September 2022 - 33
InTents August/September 2022 - 34
InTents August/September 2022 - 35
InTents August/September 2022 - 36
InTents August/September 2022 - 37
InTents August/September 2022 - 38
InTents August/September 2022 - 39
InTents August/September 2022 - 40
InTents August/September 2022 - 41
InTents August/September 2022 - 42
InTents August/September 2022 - 43
InTents August/September 2022 - 44
InTents August/September 2022 - 45
InTents August/September 2022 - 46
InTents August/September 2022 - 47
InTents August/September 2022 - 48
InTents August/September 2022 - Cover3
InTents August/September 2022 - Cover4
https://www.nxtbook.com/ata/intents/intents-june-july-2024
https://www.nxtbook.com/ata/intents/intents-april-may-2024
https://www.nxtbook.com/ata/intents/intents-february-march-2024
https://www.nxtbook.com/ata/intents/intents-idea-book-2024
https://www.nxtbook.com/ata/intents/intents-december-2023-january-2024
https://www.nxtbook.com/ata/intents/intents-october-november-2023
https://www.nxtbook.com/ata/intents/intents-august-september-2023
https://www.nxtbook.com/ata/intents/intents-june-july-2023
https://www.nxtbook.com/ata/intents/intents-april-may-2023
https://www.nxtbook.com/ata/intents/-intents-february-march-2023
https://www.nxtbook.com/ata/intents/intents-idea-book-2023
https://www.nxtbook.com/ata/intents/intents-december2022-january-2023
https://www.nxtbook.com/ata/intents/intents-october-november-2022
https://www.nxtbook.com/ifai/intents/intents-august-september-2022
https://www.nxtbook.com/ifai/intents/intents-june-july-2022
https://www.nxtbook.com/ifai/intents/intents-april-may-2022
https://www.nxtbook.com/ifai/intents/intents-february-march-2022
https://www.nxtbook.com/ifai/intents/intents-december-2021-january-2022
https://www.nxtbook.com/ifai/intents/intents-october-november-2021
https://www.nxtbook.com/ifai/intents/intents-august-september-2021
https://www.nxtbook.com/ifai/intents/intents-june-july-2021
https://www.nxtbook.com/ifai/intents/intents-april-may-2021
https://www.nxtbook.com/ifai/intents/intents-february-march-2021
https://www.nxtbook.com/ifai/intents/1220IT
https://www.nxtbook.com/ifai/intents/1020IT
https://www.nxtbook.com/ifai/intents/0820IT
https://www.nxtbook.com/ifai/intents/0620IT
https://www.nxtbook.com/ifai/intents/0420IT
https://www.nxtbook.com/ifai/intents/0220IT
https://www.nxtbook.com/ifai/intents/1219IT
https://www.nxtbook.com/ifai/intents/1019IT
https://www.nxtbook.com/ifai/intents/0819IT
https://www.nxtbook.com/ifai/intents/0619IT
https://www.nxtbook.com/ifai/intents/0419IT
https://www.nxtbook.com/ifai/intents/0219IT
https://www.nxtbook.com/ifai/intents/1218IT
https://www.nxtbook.com/ifai/intents/1018IT
https://www.nxtbook.com/ifai/intents/0818IT
https://www.nxtbook.com/ifai/intents/0618IT
https://www.nxtbook.com/ifai/intents/0418IT
https://www.nxtbook.com/ifai/intents/0218IT
https://www.nxtbookmedia.com