Years ago, I was just another salesperson, doing what was expected—following the tried and true footsteps laid out by seasoned pros and the company playbook. And it worked… to an extent. But my ambition was greater, and that meant rethinking everything.
The Old Way: A Spray-and-Pray Approach
Initially, I divided my time equally among clients and peppered my schedule with cold calls, believing more calls equaled more sales. It was a numbers game, or so I thought.
The Turning Point: Quality Over Quantity
Then, I had an epiphany. Instead of spreading myself thin, I shifted my focus to key accounts with untapped potential. I delved deep, engaging with different departments, listening to their challenges, and brainstorming solutions. My sales began to skyrocket.
Strategic Scheduling: The Art of Prioritization
I revamped my routine, spacing out visits to smaller accounts and dedicating the reclaimed time to bigger fish. Yes, it meant longer hours—weekend demos became the norm. But this laser-focused approach didn’t just lead to incremental improvements; it multiplied my sales fivefold.
Standing Out: A Different Breed of Sales
While my counterparts tread water with the same old tactics, I surged ahead. They saw my methods but clung to their routines. The secret? Realizing that more sales didn’t come from more selling.
Working Smarter: Rethinking the Sales Riddle
It’s a cliché for a reason, but few truly grasp what ‘work smarter, not harder’ means. Consider this: How do you connect two dots on opposite ends of a paper without drawing a straight line? You fold the paper. Similarly, reimagining the path to a sale requires out-of-the-box thinking, not just harder toil.
Innovation: Beyond the Comfort Zone
To truly excel, you have to dissect your sales process and be willing to innovate. Look to other industries, other countries even, and adapt their strategies to your context. Continuously test, measure, and refine your approach.
Immersive Selling: The Trusted Advisor
I immersed myself in my client’s world, learning every facet of their operations, earning trust, and becoming indispensable. As I added value, they rewarded me with loyalty and more business. That was the epitome of working smarter.
Working Smarter: It’s a Journey
Embracing this approach isn’t instant. It begins with a willingness to take your work home, to gain support from forward-thinking management, and to challenge the status quo. And if you’re stifled by a company that penalizes success, it’s time to move on.
The Invitation: Dare to Try
Now, I invite you to consider your path. Are you content with the status quo, or are you ready to push boundaries, think differently, and exponentially grow your income? Because once you choose the path less traveled in sales, there’s no telling how far you’ll go.