Stephen Covey wrote the best-selling The 7 Habits of Highly Effective People. In the book, Covey presents an approach to being effective in attaining goals by aligning oneself to what he calls "true north" principles based on a character ethic that he presents as universal and timeless.
The habits are true for every person—in whatever profession or industry. But in sales, we have also noticed certain habits that have helped shape the outstanding work of many successful sales reps. So here, inspired by Covey’s book, are what we believe to be the seven habits of highly effective (and efficient) sales reps.
1. They are goals-oriented
What does it mean that that they are goals-oriented? Yes, they set the right sales goals. But that’s only step one. What they do next is what makes the difference.
First, they prioritize their goals. They know which ones are more urgent, which ones can make a huge difference now. Second, they are extremely intentional in their use of their time and have productivity hacks that they follow religiously. Every day, they have a checklist of things to do (we share some tips on this here). Lastly, they are proactive in achieving these goals. They create opportunities for them to accomplish their goals. They are never complacent, and work hard all the time.
2. They always research on their customers
Sales intelligence is so crucial in sales. Every data, every piece of information that you gather about a prospect or customer can help nurture them into conversion (prospect) and/or keep them as loyal advocates of the brand (existing customer). The effective sales reps know this. Besides a never-ending thirst for knowledge on the craft and the industry, they also hold sincere interest in their prospects and customers.
This is the reason they know how to hold a conversation with customers, and how to engage them. They know enough about a customer to not ask the obvious questions. But when they do inquire, they know the right questions to ask, and when to ask them.
3. They master the art of communication
Successful sales reps are very good communicators. They are articulate, concise, confident, and charismatic. But they are able to be that way because they’ve mastered a crucial skill in communication: active listening. They listen well. They know that communication is not just talking. In fact, it’s a lot of listening.
But their communication skills extend to non-verbal as well. Their emails and messages are just as incisive and thoughtful. They personalize all their communications and know the value of great content.
Contrary to what most people believe, becoming an excellent communicator can be learned or taught. Sales managers must prioritize teaching communication skills in sales trainings and coaching sessions.
4. They touch base with clients and prospects often
They make meaningful check-ins with prospects and especially existing customers often. It’s common practice to check in with prospects; after all, you want to nurture them into finally converting into an actual customer. But how about existing customers and clients? The effective sales reps know that it’s very important to keep nurturing them, and retain them as customers. They know the value (and ROI) of customer retention. And it’s what you do post-sale that helps keep customers loyal to a brand.
What’s a meaningful check-in? Create new “buyer experiences” for a buyer post-purchase. Call them to get feedback or updates on their use of the product or service. Or send them messages to tell them that you are available for consultation if there are problems. And if there are problems, make sure to respond promptly. Nurturing clients post-sale also helps in another selling strategy: upselling. It’s always better to upsell after the first purchase, and you have better chances at upselling when a client is happy with a current purchase and experience.
Touching base also means sharing new developments within the company or brand, sharing great news and exciting offers, or simply sharing material that may be of interest to the client, like a new blog post, case study, or white paper. This helps clients feel valued and “involved” in the organization.
5. They love learning
Another trait sets the strongest sales reps apart. They aim for continuous learning. They believe that to continue growing and getting better, they need to continue learning. They take the necessary steps to accomplish this: they read up; they network; they follow thought leaders; they join relevant organizations; enroll in trainings and webinars, etc. But sales management should also take proactive measures to create a learning culture within its organization.
6. They collaborate
Effective sales reps also recognize the importance of teamwork. They’re great collaborators. They make for strong leaders, but they’re also good followers. They follow management and work well with others. They also collaborate with clients and acknowledge the value of a great partnership.
7. They persevere
Sales is a job for determined and driven people. It’s not always easy. It is often challenging, and rejection is part of the territory. But successful sales reps power through rejection and handle it like a pro. They know how to handle objections and rework negative situations. They try to turn the nos into yeses. Effective sales reps recognize the value of patience and perseverance. They like a good challenge, and when the tasks get tougher and the targets higher, they don’t despair.
Photos from Pexels. Main photo by nappy
