I have been pretty unmotivated lately. Some stuff came up in my personal life at just the time work got busy, and I started a new intensive Hungarian class. Perfect!
But this isn’t the first time that distractions from my personal life have crept into my professional life, and I am not the only one this happens to. It happens to all of us at one time or another:
- Your lover leaves you the night before a big meeting;
- Your kid gets really sick while your spouse is traveling, there is no babysitter, and you are trying to meet your goal for the end of the month or quarter;
- or something longer term comes up that just saps the energy and motivation from you.
Sometimes you can take the bull by the horns, pull yourself up by your bootstraps, stiffen your upper lip or apply one of those other spiffy expressions that imply that you can just suck it up and work through the problem.
Sometimes you can’t.
Sometimes, you get hit hard enough, that something has to give in order to compensate. But what?
Every day, everything you do is important, right? You are busy every day because you assign value to the things you do – if you could easily give something up, you probably would have already. So what are you going to do?
Hi – David Masover here – I’m the sales process guy – and guess what – a well defined and well executed sales process can help here too. Now before you roll your eyes, hear me out. I’m the admittedly unmotivated one here – so cut me some slack – will ya?
The opposite of a process-driven selling system is reactive, random effort. When your effort is random and reactive, it is hard to know what to adjust when an adjustment needs to be made.
Have you ever watched a lottery drawing in which numbered balls fly around in an air-blasted plastic sphere? If you don’t have a well defined sales process, then your tasks probably look like those numbered balls to you – a random scattering of individual items on a long to-do list (or in a big fish bowl – to each his own!).
On the other hand, if you are disciplined about your sales process, then these individual tasks fit into a larger framework. If this is the case for you, you are better able to make adjustments when you need to.
Perhaps you can eliminate one of multiple prospecting methods you use for a while, or accelerate a needs analysis process in the deals you have in the pipeline. Perhaps you can see that given the time of the month / quarter / year and your goal for that period, you can accurately calculate your progress and likelihood for success such that in one part of your process can be cut back for a few days or weeks until you get back on track.
When you organize your work in a disciplined way, you create the opportunity to see your work at the macro-level as well as at the micro level. This is not to say that your problems will go away because you have a well-defined and well-managed sales process. But having one will help with the management of your LIFE, into which your sales work needs to find a comfortable and successful place to fit.
A well defined and executed sales process is the cure to a lot of common sales problems. If there are some things in your life outside of sales that are impacting your effectiveness on the job, your sales process won’t fix those problems, but it will allow you to manage the professional part of your life more effectively than if you spend your days chasing numbered balls.
Or you could just go play the lottery – I am told you have the same chance of winning whether you buy a ticket or not!
Authors note (AKA shameless plugs)
So, this 7-step sales process and associated topics…. Yup, I write about that a lot. I’ve been working with it since I developed it about 25 years ago – in my own diverse work experiences, with my teams when I had them, and with clients ever since.
If you would like to develop you own personalized and customized, highly effective and efficient B2B selling system, here are some further steps you can take:
The Salesman’s Guide to Dating is a free or very cheap (depending on Amazon) Kindle book that walks you through the sales process using the familiar analogy of dating. It’s a good, fun and quick way to get your mind around the whole process and how the pieces fit together.
Building Your Sales Process (BYSP) is a free and very thorough exploration of the same 7-step process that will walk you through the development of your own customized, personal B2B selling system. When you are done, you will know exactly what to do to get new business.
The Momentum Selling System® is an inexpensive but very robust online sales training course that is similar to BYSP, but goes deeper into the concepts behind each of the steps, and also helps you develop a plan not only for the 7-step process but also addresses mindset, repeat business and client base management.
If none of that sounds right, I do personal coaching and offer a free 30-minute intake session so that we can both learn if it makes sense to work together 1-on-1. If this sounds interesting, click over to the coaching page on this site and sign up for the free session.
Here’s to your success!