Almost anyone can have a great month in sales, but it takes a special type of rep to put up big numbers month after month, year after year. Consistency in sales performance doesn’t just protect your paycheck, it secures your sales career.
But many sales reps struggle with consistency. Whether it’s because they can’t maintain the same energy levels and enthusiasm throughout the year, or they loose confidence when their numbers dip, the majority of reps fail to maintain high production on a consistent basis, keeping them from bigger commission checks.
We want to help sales reps succeed, so we’ve put together the following list of things top reps do in order to stay consistent. If you’ve been struggling with keeping your production high, try incorporating some of these tips into your process. They just might be the thing that’s missing.
1. They stick to a routine
You can’t expect to perform at a consistent level if your behavior and process are inconsistent. This doesn’t mean that you need to have a strict schedule, but you need to have some type of schedule instead of just trying to wing it. The most consistent top performers have settled into a routine that works for them, and they try to avoid doing anything that will throw them off of it. If you’re playing fast and loose, try adding structure to your day.
2. They never skimp on prospecting
The single most impactful thing you can do if you want to be consistent is to always keep your funnel full. And there’s no way to do this other than prioritizing prospecting above nearly everything else. Top performers are never satisfied with what they have in their sales funnel, they’re always looking for what’s next, and they never let an opportunity go to waste. If you can get into this mindstate, you’ll be well on your way to becoming a consistent performer.
3. They prioritize effectively
Not all demands on time are created equal. For instance, a prospect call is almost always more important than an internal meeting, and consistent salespeople make sure they prioritize their time based on these principles. There are hundreds of distractions that compete for our attention throughout the day, and without proper focus, you’ll get pulled into a dozen different directions, to the detriment of your sales. Learn how to prioritize your time, and focus first on the things that matter.
4. They limit distractions
Similar to the above, eliminating distractions is one of the most impactful things you can do to increase focus and consistency. Salespeople have it extra hard, because we rely on our phones and email browsers to communicate with prospects, two tools that lend themselves to constant distraction. Top tier salespeople, however, know consistency starts with focus, so they eliminate distractions whenever possible, and teach themselves to ignore the ones they can’t get away from.
5. They manage their emotions
Many people find the emotional highs and lows of working in sales to be unbearable. This is partly why sales has so much burnout and turnover. It can be difficult to deal with the pressure, the uncertainly, and the rejection without letting it affect us. But consistent salespeople understand they’re more than their job. They view the ups and downs somewhat dispassionately, expecting there will be rough times, and making sure they’re not getting too high or too low as they move along. If you want to be consistent, you need to take the bad with the good, and not let either one affect you too strongly.
6. They use technology to simplify processes
You don’t need to be a highly-technical sales rep to take advantage of new technology, and if you care about sales consistency and focus on productive work, then you shouldn’t ignore the role good tech can play in helping you adopt a consistent process. Dooly helps you avoid the time-consuming work that comes with updating Salesforce, and helping with process adoption for more consistent selling. If you take your career seriously, then you should care about using tools that helps you sell.
7. They take their sales career seriously
At the end of the day, true commitment to your career is the difference between being focused and consistent, and someone who works in fits and starts. Consistently high-performing sales reps are always committed to their profession, and rarely (if ever) treat their role as a stepping stone to something different.
This mindset can allow for sustained, focused, and consistent effort, while being flippant about sales or seeing it as a temporary stop until something better comes along usually leads to a lack of focus, seriousness, and, unfortunately, consistent results.
If you’re having trouble maintaining focus, Dooly’s call templates, task manager, and salesforce syncing help thousands of reps sell consistently. In fact, Formstack Account Executive Patrick Amburgey boosted his quota attainment by 25% after using Dooly. Demo Dooly for free.
Join the thousands of top-performing AEs who use Dooly every day to stay more organized, instantly update their pipeline, and spend more time selling instead of mindless admin work. Try Dooly free, no credit card required. Or, Request a demo to speak with a Dooly product expert right now.