Sales Motivation: Prospecting is a Year-round Effort

We’re only a week into the new year, and I’ve already heard from a number of people regarding their sales motivation and prospecting. Here’s the lowdown: People are telling me they’re off to a fast start based on the level of prospecting they did last fall and in December in particular.

I’m taking away one key item from this revelation. You have to be prospecting 365 days a year. The people who coasted through December thinking there’s no reason to work hard have now missed a big chance to start 2010 strong. The reason I’m sharing this is you can’t wait until you see things are good to go out and start prospecting. By that time, it’s too late and you’ll miss out on a huge amount of potential business.

This ties back to your level of sales motivation, because if your sales motivation isn’t high, there’s no way you’ll be pumped up enough to do prospecting. A quick item to do is start making prospecting goals for 2010 and 2011. Yes, start looking at 2011! Move your thought process to a longer period of time as a way of motivating yourself. This is not a license to blow off this week or this month. On the contrary, it does just the opposite. If you want to increase your sales in 2011 and for 2010, you have to be prospecting now. I’m very bullish on where the domestic and global economy is going, and by staying committed to prospecting you’ll see the results in time.

Drop me an email at mark@thesaleshunter.com or throw a comment back to me on this. I want your opinion, as I will be developing some new prospecting tools in February. The more input I get the better.

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