Are You Doing Sales Debriefs?
The top rural sales professionals always plan and prepare pre-their sales meetings.
That’s what makes them super successful.
Now imagine what would happen if you and your rural sales team had a defined framework that helped define and document your debriefs post-sales meetings?
What you do after your sales meetings – or calls – is as important as what you do before them.
There are very good reasons why the most successful sports teams on the planet record their performance.
They want to “watch the tape” or “video” to work out how they become better.
The same applies to you in sales.
You have to take the time to do formal debriefs after each and every sales interaction.
That’s the only way you’ll get better.
If you don’t, you’ll lose the lesson.
If a sports team hits a losing streak do you think they ignore their performance?
No, they don’t.
They improve it.
When you’re struggling in a sales slump with a lot of “nos” you need to make and take the time to reflect on your own performance.
Mirror (internal) stuff before window (external) stuff.
Don’t just rush onto the next sales meeting as you run the risk of making the same mistakes as you did before.
Don’t be the ostrich with your head in the sand.
Get your sales buddy or manager to ride shotgun with you for a day doing ‘truck time’.
Because it’s hard to accurately report on your own performance whilst you’re performing.
We call it self-reporting bias and unfortunately, it’s rife in rural. That’s why we have so many sales “surprises” come end of month/quarter/year eg. “We had a great meeting…”
I call it happy ears syndrome.
Having some independence and objectivity to assessing performance is vital.
Doing sales debriefs in a formal, defined and documented way is how you’ll make more sales.
P.S. Would you like my Sales Debrief Document that gives you the 3-step framework to help you and your team make more rural sales? Grab your free copy HERE
I am on a mission to help rural business owners, sales managers and reps to make more sales and be proud of sales as a profession.
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