The Power of Hustle
Let's face it, sales isn't always rainbows and unicorns. It's a challenging, rewarding, and sometimes downright perplexing profession. But one thing separates the good from the great: Hustle. It's the engine that drives success in sales, and this article is your guide to fueling that engine. We'll explore why hustle is so crucial and offer practical strategies to boost your sales game.
Be Prepared to Sell
I had a very wise mentor who told me, “90% of sales is getting your head off the pillow in the morning.” While that might be a slight exaggeration (okay, maybe not), it highlights a crucial point: consistent presence and proactive engagement are non-negotiable. They are critical pieces of a successful sales career.
“90% of sales is getting your head off the pillow in the morning.”
Sales is a marathon, not a sprint. Consistent effort builds momentum, strengthens relationships, and ultimately leads to more closed deals. It's about the compound effect of small, consistent actions over time. Opportunities don't magically appear. You have to go out and find them. Being present and prepared puts you in the driver's seat, allowing you to seize opportunities as they arise.
How is this accomplished? Develop a structured approach to your work. This might involve setting daily or weekly goals, prioritizing key activities, and blocking out time for focused work. Find a rhythm that works for you and stick to it. I always begin my day planning out the 6 most important things to do that day and prioritizing them. You could easily start your day talking at the water cooler with your colleagues for the first 30 to 60 minutes of your day. I find that doing this leads to unproductive days.
There is a statue of Saint Peter in the Vatican that pilgrims generally touch or kiss and ask for a blessing when the visit the church. This tradition is so old that over the centuries it has left the right foot worn out. Small actions over time bring big results. When it comes to selling the same principle is true. Consistent action every day will bring much greater results than any other approach.
Over time Saint Peter’s toes have worn away
Research Smarter, Not Harder
Research is essential, but it can also be a trap. Spending too much time researching every detail about an organization, prospect, or connections can lead to paralysis and missed opportunities. The key is to strike a balance between due diligence and decisive action.
While research is important, it's not the end goal. The ultimate objective is to connect with prospects and build relationships. Timely outreach demonstrates responsiveness and a proactive approach, which can be highly valued by potential clients.
When you get into research mode, give yourself a time limit. There really is no ideal amount of time. If you are dialing all day long, less than a minute would be good. If you are going after a more strategic sale, up to 30 minutes of research and preparation can be warranted. Leverage your CRM for efficient prospect management, use LinkedIn and other online resources for quick research, and don't forget the power of a good old-fashioned timer. Seriously, set a time limit for your research to prevent it from becoming a black hole.
Ideally, focus your research on understanding the prospect's needs, challenges, and industry landscape. Also pull out key items of where they went to school, things that post that they care about, and where they are in the country. If there is anything you have in common – causes, schools, connections – all of those are great entry points. Once you have a good grasp of the essentials, it's time to reach out. You can always learn more along the way.
Learn and Adapt
Sales is a dynamic game. What works for one prospect might not work for another. The ability to learn from every interaction and adapt your approach is crucial for long-term success.
The sales landscape is constantly evolving. New technologies emerge, client needs change, and competitors adapt their strategies. Prospects who grew up in the 1960’s may prefer to meet in-person or via phone, whereas someone who recently graduated from college will likely prefer asynchronous methods; however, neither of these are guaranteed. A willingness to learn and adapt is essential for staying ahead of the curve.
After each client interaction, take a moment to reflect. What went well? What could have been better? What did you learn about the prospect? What questions did they ask you that you were unprepared for? Write these and the answers down and document these insights in your sales journal.
“Some people want it to happen, some wish it would happen, and others make it happen.”
Michael Jordan said, "Some people want it to happen, some wish it would happen, and others make it happen." If you consistently apply the concepts of learning, adapting, and refining your sales skills, you'll be more likely to put in the hustle required for success. You will make it happen.
So, there you have it. Three key ingredients for cultivating hustle in your sales career. Remember, it's not just about working hard; it's about working smart. It's about being proactive, resourceful, and consistently striving to improve. Now we'd love to hear from you! What strategies do you use to stay motivated and maintain a consistent level of hustle?
