10 Sales Habits that Will Change Your Life
By Meridith Elliott Powell and Mark Hunter
Sales is an essential part of any business, but it’s easy to overlook the role that daily habits play in driving long-term success. If you’re serious about improving your sales career, adopting the right habits can help you achieve consistent growth.
Follow these ten sales habits for unparalleled success.
1. Commit to Sales Calls Every Day
It may sound simple, but many people fail to make this a daily routine. Meridith Elliott Powell emphasizes that sales calls should become a regular habit, just like brushing your teeth or working out. Whether you’re actively seeking new clients or not, consistent outreach is crucial.
When sales calls become a part of your daily routine, they take away the unpredictability and discomfort of the process. It’s about creating a structure where sales calls happen daily, regardless of your immediate needs.
2. Embrace Consistency in Your Sales Routine
Human beings thrive on consistency, and this holds true for successful sales professionals. Mark Hunter highlights how crucial consistency is in sales. Creating a structured routine ensures that your sales efforts don’t get derailed by other distractions or tasks.
Meridith Elliott Powell adds that even weekends should maintain the same consistency in your sales habits. While it’s okay to sleep in, staying on top of your routine will prevent you from falling behind during the week.
3. Work on Your Mindset Every Day
Sales require a strong mindset, and Meridith Elliott Powell stresses that it’s essential to start each day by working on your mental attitude. A positive mindset isn’t something that just happens; it requires active effort. Even if you wake up in a good mood, take some time to set intentions for the day.
Sales are often unpredictable, and you can’t control everything that happens. That’s why having the right mindset will help you stay focused and productive, regardless of external factors.
4. The Power of Time Blocking
Sales professionals often find themselves overwhelmed with tasks, making it difficult to stay focused on what’s important. Mark Hunter suggests using time-blocking techniques to allocate specific blocks of time to different activities. By creating structured periods for prospecting, follow-up, and administrative tasks, you’ll prevent urgent tasks from interfering with critical sales activities.
5. Tackle the Hardest Tasks First
One sales habit that can drastically improve your productivity is to tackle the hardest tasks first thing in the morning. Meridith Elliott Powell shares her personal habit of tackling challenging tasks, like writing proposals, before doing easier tasks. This strategy ensures that you approach difficult tasks with a fresh mind and the energy needed to get them done.
By knocking out the hardest tasks early on, you’ll feel more accomplished, and you won’t procrastinate later in the day when you’re fatigued.
6. Discipline is Key to Success
Discipline is a trait shared by all top performers in sales. Whether you’re making prospecting calls or following up with leads, staying disciplined in your approach will yield better results in the long run. As Mark Hunter notes, even a bad sales process can still lead to success if you’re persistent enough.
7. Adjust Your Strategy When Necessary
High-performing salespeople don’t let their egos get in the way of refining their approach. If something isn’t working, they pivot and try new tactics.
8. Know Your Ideal Customer Profile
Top producers are highly disciplined in qualifying leads. As Mark Hunter explains, the first step in any sales interaction is determining whether the prospect is a good fit. It’s not just about wanting the business; it’s about determining whether it’s worth your time and energy.
Having a clear understanding of your ideal customer profile helps ensure you’re not wasting time on leads that are unlikely to convert.
9. Develop a Referral System
Sales success often depends on referrals. Thomas, a member of the sales community, highlights the importance of asking existing clients for referrals. Many salespeople neglect this habit, despite it being one of the easiest ways to generate new business. Meridith Elliott Powell admits that even she sometimes forgets to ask for referrals, but recognizing this habit can help you grow your business with minimal effort.
10. Manage Your Energy, Not Just Your Time
Finally, Meridith Elliott Powell introduces a powerful sales habit—managing your energy, not just your time. Instead of trying to fit everything into a rigid schedule, Powell suggests understanding what activities drain you and which ones energize you. This insight can help you structure your day to avoid burnout and remain productive.
Sales are about maintaining balance. For example, Powell incorporates breaks for physical activity like tennis and golf, helping her recharge and stay motivated throughout the day.
Final Thoughts
Incorporating these sales habits into your daily routine can significantly boost your sales performance and overall career success. From making consistent sales calls to maintaining a disciplined schedule, these habits provide a foundation for long-term growth.
Remember, success in sales is built on small, consistent actions. Whether you’re just starting out or have years of experience, adopting these habits will ensure you’re always moving forward.
Lightning Round – Top 10 Ways to Follow Up Without Being Annoying
Question: Mateo from Cartagena asks, “ I just changed job[s]—same industry—big equipment sales. Most of my team is struggling, [the] economy is tough right now—but three or four guys in our company are blowing it out of the water. I am curious, what do you think they are doing [that] we are not doing? What makes a top producer?”
Book: Relentless by Tim Grover