Dont be Average 3 Must-Dos for Every Great Salesperson - Your Career Intel

Dont be Average 3 Must-Dos for Every Great Salesperson - Yur Career IntelA few weeks ago, I was having one of those impromptu philosophical watercooler conversations with our Recruiter of Year in 2015, Claire Fleigel. She was puzzled over why so many young salespeople seem to have great potential, yet they never break free from the mediocre or rollercoaster performance cycle.Having built my career in a variety of roles, organizations and industries, this discussion felt like dj vu. Ive had it before, and it goes like thisI dont get it. Salespeople come to me, ask for advice and I spend time with them talking about and explaining whats required to succeed, says every exacerbated sales leader.What happens? I ask.Nothing. Over and over again, bedrngnishing.Sales is action not talk.Its no secret that sales can be a tough, sometimes emotionally brutal career. Youll be told No many more times than Yes. Thats reality, and its also why the majority of salespeople quit, fail or simply limp al ong. And as Claire and I continued to discuss, talk is cheap. Its action that requires investment. Sales managers spend too much time talking about things a salesperson could do, should do, plans to do. While well-intentioned, its the wrong conversation.So whats a great salesperson or manager to do when asked for advice from a team member or colleague? My answer is simplegladly give it. But, be prepared to ask for three commitments in return.1. Bring your current plan and/or list of prospective customers every time we meet.2. Make focused, concentrated BD sales calls for 90 minutes, every day.3. Call an extra hour every Friday afternoon after 300.And because sales is action, not talk, I also share one of my favorite videos about what it means to want success. If you dont feel yourself in this video, it may be time for some career self-reflection.Guess what happens? 95% of the people who ask for help never show up. Only a rare few are willing to do what it takes. Most of them end up like the fumbling salespeople Alec Baldwin mocks in Glengarry Glenross. They sit around in the bar pining, Oh yeah, I used to be a salesman. Its a tough racket.Lackluster salespeople are often missing 3 critical Cs Competitiveness Coachability and Conscientiousness. Its important to understand that each of these characteristics can be taught and fostered by sales managers. The problem is that many sales leaders dont know how. As successful salespeople themselves, many were moved up the ladder into management roles. Both empirical and anecdotal data suggests that the most successful high-achievers, in any industry or career, dont make the most successful coaches. For them, the Cs came naturally. (More on this in another blog).So what about those rare few? The handful who commit, show up and act. When they do, make them your new best friend. Theyll be winners. And in business as in life, mutually beneficial relationships bring opportunities and open new doors.Im writing this in hopes that instead of a measly 5%, we flip it. Imagine if the majority showed up and did the hard work, every day. That would be greatness. Lets find and encourage those kindred spirits.