Creating Sales Discipline
Sales Training
Sales discipline is the key to time and territory management. It is the best way to focus salespeople on completing the right tasks in the right quantities during the right times of the day. This useful white paper shares two steps for teaching sales teams to get more from their work hours.
Here's how it begins:
Some habits are hard to break. Successful people typically live with work habits that are so consistent and so productive that getting the desired results is a natural outcome. Not just for the short term, when motivation and interest are high, but year in and year out.
I began thinking about this reality during the holiday season when I sat down to write some personal notes in a large stack of business holiday greeting cards. I tried it at 10:00 in the morning, but it felt wrong. I was pulled away by phone calls that needed returning. A few days went by and I tried to do it at 3:00 in the afternoon. But it felt wrong too. There was course content to finish by a deadline. Finally, at 7:00 on a Sunday evening I grabbed a pen and completed the job. It took 3 hours and was very satisfying.
When I realized writing holiday notes had taken 3 hours, I suddenly knew why I had experienced difficulty working on it during peak business hours. I had been trained not to.