I am certainly no medical professional, but I think most sales people I know have a little bit of ADHD in them.
Let’s use me for example.
I tend to enjoy the thrill of the hunt and the variety of experiences each day. I would normally not be successful in repetitive and mundane work environments. I am happier with quick changes.
However, since there are repetitive activities in our sales process, I found ways to “trick” my nature.
I found that I may have difficulty focusing for a full day – but I could easily focus for a couple of hours. Thus, I geared my sales process around the concept of Action Blocks.
An Action Block is a two-hour period of time in which you are highly focused on the activities needed to generate a desired outcome. This two-hour period of time should be played like a game – a very fast-paced game that should also be fun for you and anyone you are working with. Be enthusiastic, focused and a little light-hearted.
Examples of Action Blocks:
Prospecting Action Blocks – two hours of prospecting designed to be fast paced and effective, with a goal of making the minimum number of contacts needed to schedule one appointment for a presentation. When you set one appointment it’s a win. When you set more than one appointment it’s a super-win!
Referral Action Blocks – two hours focused on gaining referrals and introductions from your existing clients and contacts into their sphere of influence. Similar to a Prospecting Action Block, this should have the minimum activity goal of gaining enough referrals that you are able to generate a minimum of one presentation appointment.
Follow-Up Action Blocks – two hours of following up on prospecting calls, contacting referred leads, making presentations and other necessary follow up meetings based on your industry and product. Your goal is to move your contacts through your sales cycle.
Skill Set Action Blocks – two hours devoted to your personal development and getting better at your craft. Ideally, spend this time in practice and coaching with your trusted mentor or a colleague polishing your skills. If you must be alone, spend the time working on a specific skill and/or developing creative ways you can add value to your clients and their lives or businesses.
Take time to plan your ideal week by looking at a calendar template and filling in your Action Blocks as needed. Then work your plan each week according to that template.
A sales professional’s income will always mirror the level of their prospecting, whether going up or down. It just does so on a delayed based on your sales cycle. For most salespeople, prospecting seems to be their least favorite activity; therefore it is often neglected – especially right after closing a sale and earning commissions. As a matter of fact, many sales people stop prospecting completely during the delivery and income stage in their sales cycle. When their prospecting goes down, their income is sure to follow.
Make a hard and fast rule that you never break. Always complete a minimum of one Prospecting Action Block every day. Do this without fail. Especially on days where you have just closed a sale, delivered a product or earned a commission. That way you will set up another appointment that will be bringing your next sale. You will usually find that the best time to get people to say yes to an appointment is when you just closed another sale. Your excitement comes across, and they can sense it.
How do you organize your week?