I could probably just post this quote and call it a day, because it sums up the best sales advice I have ever been given perfectly.
Let me set the back story….2009.
I was working as a sales rep at a staffing agency. I know right! It was really the worst. My supervisor was an asshole, my teammates were crazy competitive and totally unsupportive. It was a kill or be killed sales environment. I thought I was a killer..
Every sales rep knows you have to prospect and research in order to have leads to work. This should be a very very small fraction of your day. The best time to do this is at the end of the shift and prep for the next day. I would from time to time do this mid-day, morning, etc. I thought taking a few extra minutes here and there to research a prospect was me being a smart salesperson.
I got this very nice message (insert sarcasm) in my email:
Adrienne – you will never make it here if you are not on the phone.
I was so taken back – how rude! You don’t know me…none the less this was not an email from a supervisor, just a teammate. Man did I get defensive. I stormed out of the office, being dramatic (not me at all – more sarcasm).
I didn’t last long in that job.
As many things in life it might take a little maturity to see a situation for what it really was. While this chick went about this in a very wrong way – she was right. I was over preparing, over researching. I was letting it suck my time and energy! In sales you must be on constant motion and I know that now. I can now catch myself if I am going down a rabbit hole of prospecting – stop and act.