Business Planning ConceptWe still have a few more things to explore on our list of 14 things great salespeople do that average salespeople only think about.

Here’s #8:

8. Great salespeople know they have to be continually evolving their sales process.

They understand what worked for them last year may not work this year, and as a result, they are continually looking to refine their process.

Just because the presentation you built a year ago worked well doesn’t mean it is going to work well the next time you use it.   Average salespeople are quick to use what worked before. They do this because they want to believe it will work again, because in the end they don’t want to take the time to change it.

Great salespeople know the only way to stay on top is by continually working to stay on top, and that means assessing what they do on a regular basis.  These are the people who don’t accept the norm.

They’re not completely happy even in midst of success, and they’re challenging themselves to find ways to do it better.

Average people are quick to say there is nothing new to be learned. Top performers, however, see each day, each activity, and each item they read as an opportunity to learn something new.

This is one reason why customer gravitate toward great salespeople, because they know the great salesperson will bring them information and ideas that other’s won’t.

Irony of the whole thing is greart salespeople don’t see how much they evolve. They don’t notice how much they’ve learned.

I think the reason for this is simple. It’s just part of their DNA, and they do it each and everyday, not unlike other routines such as showering, etc. It’s just something they do.

How much of your sales process is unchanged from 5 years ago?

How much is unchanged from one year ago or even 6 months ago?

What are you doing to position yourself to be continuously improving?

At the end of each day, ask yourself this question: “What did I learn today and how will I use it tomorrow?”

Copyright 2013, Mark Hunter “The Sales Hunter.” Sales Motivation Blog.

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