Have you ever heard of the person new to sales that was a 90-day wonder?
It’s the new salesperson who comes into the office and takes the place by storm, a “green pea” (newbie, or new salesperson) comes in guns just a blazing. So many times, inevitably something happens to the new salesperson in the first 90 days and they lose their momentum. When you are new to sales, being prepared for this can make or break your chances at success and establishing a solid foundation early in your sales career.
Reason #1] They stop hustling for everything
Of course, as a new salesperson, you’re looking to prove yourself and establish yourself amongst the other salespeople. When new salespeople come in they tend to talk to every customer they see, they call everyone they know and tell them about what they’re doing now, and they hustle around taking massive action.
The simple action of hustling, wanting to help and just making themselves available to customers makes them successful. Sales is very much a numbers game, there is no doubt the more people you talk to, the more calls you make, the more stops you make to call on a customer, the more chances you have to make a sale.
This is why so many new salespeople have success when they first start out, they talk to everyone and are usually excited about what they’re doing. But something happens, what is it?
The new salesperson starts to learn that some customers can’t buy, even when they want to because they can’t get financed, or they buy from a competitor even though you spent 2 hours with them.
The new salesperson starts hanging around with the veteran salespeople more often in the “huddle,” as Joe Verde a sales legend likes to call it, where they hear customers called strokers, tire kickers, and grinders, and the new salesperson starts to develop an opinion of his/her customers that is false.
Because of bad information now the same salesperson whom 90 days ago started out talking to everyone and having success because of it starts “pre-judging” his/her customers and trying to be more selective and “pick” the buyers. Well anyone who has been in sales for any period of time knows pre-judging customers is a recipe for failure.
Don’t do this! First of all, stay away from the groups of know it all “experienced” salespeople and the negative talk and excuses, don’t get caught up in that. Don’t pay any attention to the naysayers and the ones who haven’t achieved much success in their own careers, you want more than that!
Instead, avoid this pitfall and stick with the attitude of service, helpfulness, and willingness to hustle. You want to be diligent in your efforts and learn to work smarter not always harder, but successful people are willing to work hard and do whatever it takes so be sure to keep hustling and working deals!
Reason #2] They fail to make follow up a priority
Something else “the experienced group” will probably give the new highly motivated salesperson false information about is follow up. Don’t ever underestimate the power and the impact on your sales career follow up has. If there is one thing to really focus your efforts on its definitely follow up.
Making sure you block out time each and every day to call your sold and unsold customers are critical. But you can’t just call them over and over, you need to commit to follow up as a regular practice and employ many methods of follow up.
How many creative ways do you know to contact a person you haven’t sold other than just calling to see if they are ready to buy?
Many “experienced” salespeople will give very bad advice on follow up, but it’s not their fault entirely. Most companies, in general, are absolutely terrible when it comes to following up, that’s why it can be such a major game changer, so few do it well.
Don’t listen to claims that “customers will call you if they want to buy, you don’t need to “hound” them!” False!
Actually, research has shown over and over that salespeople MUST follow up with an unsold customer multiple times, somewhere between 5-12 follow ups on average are what a salesperson needs to make to close the deal.
Can you follow up 12 times if you have to in order to stay in the deal and get the business?
When you’re new to sales you won’t have that many creative ways to follow up your customers, but you need to commit to learning new ways all the time and always make time for your follow up.
Now, don’t forget that following up your sold customers must be a top priority as well, after all, they are the ones who have already decided to do business with you.
You won’t have a lot of customers as you get started in your sales career obviously, but make it a priority to put each person you sell to into a follow-up schedule so you can stay in contact with them and be there for them when they need you.
[Also, these customers are a source of new business for you in the form of referrals!]