I did a workshop for some Field Sales people this time last year and the Sales Director decided to have a competition to see who could make the most appointments, it ran up to the end of December.
The team consisted of 10 people including 2 new starters and 8 of varying time in the role. It was a simple objective: appointments counted if they were for anytime in the rest of December and up to the end of January.
As a result everyone had a better than usual start to the New Year but some had an amazing start. Guess who, yes –you’re right, the two new starters! Their fresh views meant they were not impacted by barriers others perceived. They even beat the top performers.
As a Sales Trainer I’m very fortunate to work with all sorts of salespeople. There are those who might be underperforming and need more support to turn things around. Those that do a good performance and just need to ask a few better questions or be reminded of things that work. Then there’s the exceptional performers- they do two things:
Invest in self development, always thinking of and researching ways to improve then taking action and never let up, even in December.
They do stuff others don’t do and everyone can learn from the way they see opportunities particularly in December:
It’s the easiest time of year to get through- there’s less meetings going on so availability is better.
People are in a more relaxed frame of mind, more receptive.
There may be some budget left over which can be made available.
They are thinking of how they can invest in the coming year.
They are not getting as many calls as salespeople take their foot off the gas.
The competition is doing less activity
December makes all the difference!