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Sales professionals thrive when they have a strong, reliable sales process that allows them to rely on productive habits while also adapting to the changing circumstances in each unique sales call or appointment. Without a strong sales process, your career in sales may suffer.

If your productivity is dropping or your career doesn’t reflect the success you know you can achieve, try these strategies:

Visualize success.

Before entering any call, strong sales professionals first assess the challenges and opportunities that lie before them with this prospect. Then, they decide what success looks like for the call. They keep this vision of success in mind as they plan how they will approach the prospect.

Without a strong vision of success, the prospect’s whims end up leading the communication, rather than your goals. Start with the end in mind to gain a boost of confidence and steer the conversation where it needs to go.

Create a pre-call or pre-appointment routine.

A pre-call or pre-appointment routine helps sales professionals clear their minds, focus on the goal ahead, and ensure they have what they need to turn the success they have visualized into a reality. Without it, you are more likely to be pulled off track by unexpected events or mistakes, rather than using the unexpected to help you reach your goal.

Set SMART goals.

It’s difficult to reach goals that are not clearly defined. SMART is a goal-setting acronym that reminds sales professionals to focus on achievements that are Specific, Measurable, Achievable, Realistic, and Time-Based.

When you set goals that meet these criteria, you give yourself the guidelines you need to know when the goal has been achieved. You also gather metrics you can use to demonstrate your value to your current boss or to a new employer.

Seek assistance.

Top sales professionals know when it’s time to ask a professional in another field for assistance. When you need help with your career, a recruiter can provide the experienced, in-depth advice and perspective you need to improve your work or find a team that supports your achievements.

At SMR Group Ltd, our recruiters specialize in connecting sales and marketing professionals to outstanding job opportunities in the pharmaceutical, medical device and biotech industries. We can help you improve your career with a great new job. To learn more, contact us today.


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