The most important step to a productive day is to plan ahead. I always plan my day the evening before. This way, I can start my day immediately. The key is to prioritize and accomplish tasks the same day. I avoid creating a long daily list. I am pretty sure I will not finish it in one day and that will lead to frustration. I find it helpful to begin with the most challenging or least appealing tasks first. This way, I tackle them when I’m fresh and avoid the dreaded 'leaving work for tomorrow' feeling. As the saying goes, “Eat the frog first”!

One thing I have found helpful is time blocking. Planning out your day in smaller chunks of time helps you stay focused and feeling accomplished. Schedules are always changing, and having the ability to move certain tasks around can give you a sense of control. It's important to run your day, and not let the day run you.

Es importante soñar con objetivos inspiradores y establecer metas. Los objetivos ambiciosos y alcanzables para el día a día puede ayudar a mantener la motivación y la concentración en el trabajo de ventas.

SMART approach is a tool, not a guarantee. Salespeople still need to put in the work, refine their skills, and adapt their strategies based on market conditions. However, by setting clear, measurable, achievable, relevant, and time-bound goals, they significantly increase their chances of hitting their sales targets and achieving success.

Tip: Make a commitment to lifelong learning by allocating time each day to acquire new insights, skills, or industry trends relevant to your sales role. This could involve reading industry publications, attending webinars or workshops, listening to podcasts, or seeking mentorship from experienced sales professionals. Embrace a growth mindset and actively seek opportunities to expand your knowledge and expertise, as this can empower you to overcome challenges, seize opportunities, and achieve greater success in your sales career.

Learning something new is fantastic, but can it be done with a busy schedule? Absolutely! Consider how much time you spend on less meaningful activities like 'doom scrolling.' Did you know the average person spends 2.5 hours a day on social media? While you don't have to eliminate social media entirely, limiting your time there can free up space for learning. It's a matter of perspective. Just apply your “sales math”: • 1 sales podcast per week = 52 per year • 2 sales articles per week = 104 per year • 10 pages of a book per day = 18 books per year • 1 video tutorial per week = 52 per year

Growing your mind daily is a common skill among the most successful people. The best sellers are seen as trusted advisors. People who can add value to their prospects & customers. By staying at the forefront of your products, your industry and your competition, you will be able to add value for anyone you speak with. This helps you build additional trust and close more business, or point someone in the right direction if your solution isn't the right fit. You can also learn from others, top sellers that join on podcasts, people in the next role you want to move in or take other courses. A fun course I took was on Negotiation @ MIT with Jared Curhan. Highly reccomend that and many others that are now online for free.

Tip: Prioritize relationship-building activities in your daily sales routine, such as active listening, empathy, and genuine interest in your prospects' needs and concerns. Find common ground, ask open-ended questions, and personalize your communications to demonstrate authenticity and build rapport authentically. Investing time and effort in building strong relationships can pay dividends in terms of long-term customer loyalty and repeat business.

One of my favorite ways to open a conversation is to geniunely be curious about how the other person is doing. "How's your day going today?" not as a formality, but as a way to understand what is going on in the world of the human on the other end of the line/video/screen I am connecting with. If you can understand where they are at, how they're doing, you have a better chance to engage with them in a way that best suits where they're coming from. You may also realize it may not be a good day for a big ask or the close and offer that out if things are too hectic for them too. It's a great way to build trust, by showing you acknowledge they are humans too.

Tip: Make it a habit to regularly request referrals from satisfied clients or customers who have had positive experiences with your products or services. Be specific about the type of referrals you're seeking and express gratitude for any recommendations provided. This proactive approach can lead to valuable referrals that fuel your sales pipeline.

Asking for referrals should happen after you've shown your customers exceptional care and they've had time to experience the full benefits of your product or service. By giving them great service first and building a strong relationship, you make it more likely they'll happily refer others to you. Providing that extra personal touch sets you apart from machines and builds trust. When you consistently treat every customer with care, both old and new, you naturally create a culture where referrals flow in effortlessly, boosting your sales success.

You shouldn't just stop with reviewing your performance, there's the need to actively work on your shortcomings so that you keep improving from every angle. I know it easier said than done but that's the only way to excel as a salesperson.

It's really important to check our personal metrics every day, rather than waiting for our managers to do it. We should use our own CRM tools to keep track of our sales and tasks. By doing this regularly, we can make sure we're always improving. Creating a system for ourselves helps us work better and get more done. And if we use technology like AI tools, we can make our work even easier.

Regular reflection and refinement allow you to evaluate your performance, identify areas for improvement, and continuously grow as a sales professional. Tip: Take time at the end of each day to reflect on your wins, challenges, and lessons learned. Identify any patterns or trends in your sales activities and outcomes, then brainstorm strategies for improvement. This iterative process helps you refine your approach and adapt to changing market dynamics.

Ejercer y mejorar las habilidades de persuasión en el trabajo diario puede ayudar a mejorar la efectividad en el cierre de ventas y a superar los obstáculos en el proceso de ventas. Además recomiendo, revisar regularmente las actividades de ventas, como las visitas a clientes, las presentaciones y las ventas cerradas, para identificar áreas de mejora y ajustar el enfoque para mejorar el rendimiento.

Active listening is a fundamental sales skill that enhances your ability to understand customer needs, build rapport, and close deals effectively. Tip: Focus on fully engaging with your prospects or clients during conversations by giving them your undivided attention, asking thoughtful questions, and paraphrasing to demonstrate understanding. This fosters deeper connections and enables you to tailor your sales approach to meet their specific needs.