{"id":400,"date":"2020-09-08T19:36:00","date_gmt":"2023-06-06T19:36:53","guid":{"rendered":"https:\/\/www.salesforce.com\/?p=400"},"modified":"2024-04-02T05:59:17","modified_gmt":"2024-04-02T05:59:17","slug":"habits-worlds-most-successful-salespeople","status":"publish","type":"post","link":"https:\/\/www.salesforce.com\/ap\/blog\/habits-worlds-most-successful-salespeople\/","title":{"rendered":"Productivity Breeds Success: 8 Tips To Upgrade Your Routine"},"content":{"rendered":"\n<p><i>Editor&#8217;s note: This is one of the Salesforce U.S. blog&#8217;s most popular articles, so we&#8217;ve updated it to keep things fresh and relevant.<\/i><\/p>\n\n\n\n<p>The most successful salespeople don\u2019t rely on luck. They\u2019re disciplined about building relationships, <a adhocenable=\"false\" href=\"https:\/\/www.salesforce.com\/ap\/blog\/2020\/06\/what-is-a-sales-funnel\" target=\"_blank\" rel=\"noopener\">optimising their sales funnel, and automating their processes<\/a> \u2013 regardless of whether they\u2019re <a href=\"https:\/\/www.salesforce.com\/blog\/2020\/04\/how-to-sell-from-home-virtually-faq.html\" target=\"_blank\" rel=\"nofollow noopener\">selling from home<\/a> or in the field.<\/p>\n\n\n\n<p>Rather than hoping for sporadic wins, these productive sellers create winning routines that help them consistently close deals. In this article, we explore eight ways to upgrade your everyday selling routine to be more productive. Sales success doesn\u2019t hinge on what you do here and there \u2013 it\u2019s about the habits and patterns you adopt every day, so think about how you can use these tips to craft a more effective, repeatable selling motion.<\/p>\n\n\n\n<h2 class=\"wp-block-heading has-large-font-size\" id=\"h-1-proactively-disqualify-prospects\"><b>1. Proactively disqualify prospects<\/b><\/h2>\n\n\n\n<p>Productive salespeople focus on investing in leads that are most likely to convert. Determine the exact criteria a prospect needs to meet before you spend time moving them further through the sales process.<\/p>\n\n\n\n<p>Ask specific questions to figure out whether the next conversation will be productive and mutually beneficial. If you determine this isn\u2019t an advantageous opportunity for both parties, take the initiative to inform the client you both will be better served in revisiting the partnership at a later time. Be polite, honest, and empathetic as you <a href=\"https:\/\/www.salesforce.com\/blog\/2020\/03\/remote-customer-relationship-management.html\" target=\"_blank\" rel=\"nofollow noopener\">build customer relationships<\/a>.<\/p>\n\n\n\n<h2 class=\"wp-block-heading has-large-font-size\" id=\"h-2-lean-into-data-from-your-crm-platform\"><b>2. Lean into data from your CRM Platform<\/b><\/h2>\n\n\n\n<p>Leverage the power of your <a adhocenable=\"false\" href=\"\/ap\/crm\/what-is-crm\/\">CRM platform<\/a> to surface useful information about your leads. Others in your company may have added insights about leads and notes about previous interactions. Armed with that data \u2014 on their history with your company, the products or services that already pique their interest, and other notes \u2014 smart salespeople can enter conversations with the relevant background information they need.&nbsp;<\/p>\n\n\n\n<p>Plus, with the right CRM system, you\u2019re able to automate a lot of otherwise extra steps, allowing you to create more touchpoints and connect information across <a href=\"https:\/\/www.salesforce.com\/blog\/2020\/01\/crm-connect-business-silos.html\" target=\"_blank\" rel=\"nofollow noopener\">silos<\/a>. This saves reps dozens of hours each month. That\u2019s important because studies have shown that the average rep spends only <a href=\"https:\/\/www.salesforce.com\/blog\/2018\/05\/sales-future-trends-research.html\" target=\"_blank\" rel=\"nofollow noopener\">one-third<\/a> of their time actively selling. CRM data will also help you and your leaders forecast more accurately, as shown in the next image of a forecast divided by leader.<\/p>\n\n\n\n<figure data-wp-context=\"{&quot;imageId&quot;:&quot;69d8d4e47738a&quot;}\" data-wp-interactive=\"core\/image\" data-wp-key=\"69d8d4e47738a\" class=\"wp-block-image wp-lightbox-container\"><img decoding=\"async\" data-wp-class--hide=\"state.isContentHidden\" data-wp-class--show=\"state.isContentVisible\" data-wp-init=\"callbacks.setButtonStyles\" data-wp-on--click=\"actions.showLightbox\" data-wp-on--load=\"callbacks.setButtonStyles\" data-wp-on-window--resize=\"callbacks.setButtonStyles\" src=\"https:\/\/salesforce-news-blog-develop.go-vip.net\/wp-content\/uploads\/sites\/8\/2023\/06\/sales-cloud-data-in-text.png\" alt=\"Sales Cloud dashboard\"\/><button\n\t\t\tclass=\"lightbox-trigger\"\n\t\t\ttype=\"button\"\n\t\t\taria-haspopup=\"dialog\"\n\t\t\taria-label=\"Enlarge\"\n\t\t\tdata-wp-init=\"callbacks.initTriggerButton\"\n\t\t\tdata-wp-on--click=\"actions.showLightbox\"\n\t\t\tdata-wp-style--right=\"state.imageButtonRight\"\n\t\t\tdata-wp-style--top=\"state.imageButtonTop\"\n\t\t>\n\t\t\t<svg xmlns=\"http:\/\/www.w3.org\/2000\/svg\" width=\"12\" height=\"12\" fill=\"none\" viewBox=\"0 0 12 12\">\n\t\t\t\t<path fill=\"#fff\" d=\"M2 0a2 2 0 0 0-2 2v2h1.5V2a.5.5 0 0 1 .5-.5h2V0H2Zm2 10.5H2a.5.5 0 0 1-.5-.5V8H0v2a2 2 0 0 0 2 2h2v-1.5ZM8 12v-1.5h2a.5.5 0 0 0 .5-.5V8H12v2a2 2 0 0 1-2 2H8Zm2-12a2 2 0 0 1 2 2v2h-1.5V2a.5.5 0 0 0-.5-.5H8V0h2Z\" \/>\n\t\t\t<\/svg>\n\t\t<\/button><\/figure>\n\n\n\n<center><p><\/p>\n<p><i>A Sales Cloud dashboard<\/i><\/p>\n<p> <\/p><\/center>\n\n\n\n<h2 class=\"wp-block-heading has-large-font-size\" id=\"h-3-use-mobile-tools\"><b>3. Use mobile tools<\/b><\/h2>\n\n\n\n<p>You\u2019ll be more productive if you can work from your phone instead of only from your desk. Fortunately, sellers have plenty of options for mobile sales tools today, including:<\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li>\n<p><b>Video conferencing<\/b><\/p>\n<\/li>\n\n\n\n<li>\n<p><b>Calendars<\/b><\/p>\n<\/li>\n\n\n\n<li>\n<p><b><a href=\"https:\/\/www.salesforce.com\/ap\/products\/sales-cloud\/features\/crm-email-connector\/\" target=\"_blank\" rel=\"noopener\">Salesforce Inbox<\/a><\/b><\/p>\n<\/li>\n\n\n\n<li>\n<p><b>Voice memos<\/b><\/p>\n<\/li>\n\n\n\n<li>\n<p><b><a href=\"https:\/\/www.salesforce.com\/ap\/products\/sales-cloud\/features\/mobile-crm-software\/\" target=\"_blank\" rel=\"noopener\">Mobile CRM<\/a><\/b><\/p>\n<\/li>\n\n\n\n<li>\n<p><a href=\"https:\/\/www.salesforce.com\/ap\/products\/quip\/overview\/\" target=\"_blank\" rel=\"noopener\"><b>Productivity and collaboration tools<\/b><\/a><\/p>\n<\/li>\n<\/ul>\n\n\n\n<p>This doesn\u2019t mean you have to work 24\/7. It just ensures that you no longer have to feel tethered to your computer. Take the time to set up your workflows and systems on your mobile device so you can stay productive wherever you are.<\/p>\n\n\n\n<h2 class=\"wp-block-heading has-large-font-size\" id=\"h-4-focus-on-channels-delivering-high-lead-quality\"><b>4. Focus on channels delivering high lead quality<\/b><\/h2>\n\n\n\n<p>Many inbound and outbound salespeople are naturally inclined to focus on the sales channels that bring them the most leads and keep them busy. This makes sense; more is usually better. However, successful salespeople look especially closely for channels that provide the best lead quality.<\/p>\n\n\n\n<p>By taking a full-funnel look at which lead acquisition campaigns bring the most revenue, you\u2019ll invest more of your time on leads that drive revenue, rather than just maintaining a large pipeline of lower-converting prospects.<\/p>\n\n\n\n<h2 class=\"wp-block-heading has-large-font-size\" id=\"h-5-ruthlessly-prioritise-your-pipeline\"><b>5. Ruthlessly prioritise your pipeline<\/b><\/h2>\n\n\n\n<p>Adding to the previous point, top-performing sales reps also prioritise their sales efforts based on customers who are more likely to buy. They weigh the revenue potential against their chances of closing the sale and then budget their time and resources accordingly. Ruthlessly prioritising is key to sales productivity.<\/p>\n\n\n\n<p>Effective salespeople deprioritise long-shot accounts and postpone activities that generate little or no revenue. This doesn\u2019t mean you have to burn bridges. Rather, it just means you don\u2019t expend an outsized amount of effort on customers who aren\u2019t ready to convert. That way, you\u2019re more disciplined with your time and resources.&nbsp;<\/p>\n\n\n\n<h2 class=\"wp-block-heading has-large-font-size\" id=\"h-6-use-every-conversation-to-add-value\"><b>6. Use every conversation to add value<\/b><\/h2>\n\n\n\n<p>Make good use of customers\u2019 and your own time by adding value at every touch point. If you don\u2019t have valuable information and insights to add to that email or video call, wait to communicate until you do. Once your customers see that conversations with you always provide new learnings and insights, they\u2019ll start to see you as a trusted advisor.<\/p>\n\n\n\n<p><a href=\"https:\/\/www.salesforce.com\/blog\/2020\/04\/how-to-sell-from-home-virtually-faq.html\" target=\"_blank\" rel=\"noopener\">Two examples<\/a> to bring this to life:<\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li>\n<p><b>Founder &amp; CEO of PepTalkHer Meggie Palmer curated<\/b> &nbsp;a series of daily #PowerPepTalks encouraging people to find their superpowers and skill-up during extra downtime. The company funneled registrants into Salesforce Essentials to track and nurture leads with customised content.<\/p>\n<\/li>\n\n\n\n<li>\n<p><b>A web services firm recently began offering<\/b> free webinars and office hours to help their customers build skills in remote education while schools are physically shut down.<\/p>\n<\/li>\n<\/ul>\n\n\n\n<p>Inspired by these examples? Come up with your own creative, useful ways to connect.<\/p>\n\n\n\n<h2 class=\"wp-block-heading has-large-font-size\" id=\"h-7-reinvest-in-existing-relationships\"><b>7. Reinvest in existing relationships<\/b><\/h2>\n\n\n\n<p>Renewals and referrals make up a significant portion of most salespeople\u2019s accounts. That\u2019s why it\u2019s important to regularly check in with existing customers to see how they\u2019re doing and discover if you can still provide them with additional resources, support, and value, even if their next renewal date is still months away.<\/p>\n\n\n\n<p>Often, you\u2019ll find that extra effort throughout the lifetime of your relationship with customers pays off in dividends when they happily renew their contract with you, increase the scope of their engagement with your business, and even go out of their way to share customer testimonials and new client referrals. Set aside certain blocks on your calendar (maybe it\u2019s every Thursday afternoon or every other Monday) for reconnecting with existing customers.<\/p>\n\n\n\n<h2 class=\"wp-block-heading has-large-font-size\" id=\"h-8-meet-deadlines-at-all-costs\"><b>8. Meet deadlines at all costs<\/b><\/h2>\n\n\n\n<p>As your client list grows, it\u2019s easy to accidentally let different projects slip. Rather than abandon your responsibilities, focus on meeting your deadlines before completing any nice-to-have projects. If you can\u2019t meet a deadline, give as much of a heads-up as possible and propose a new deadline. Delegate, automate, or reassess your processes wherever needed. Your goal is to keep your team and your customers satisfied.<\/p>\n\n\n\n<p>Invest in tools and processes that help you streamline repetitive tasks. You may even be able to outsource some of your tasks to other team members or departments, too, to save you time.<\/p>\n\n\n\n<p>Even the most productive salesperson you know could likely optimise their routine in certain areas. The point is to keep evolving your habits and practices as the market landscape and your buyer needs change. Check out our <a href=\"https:\/\/www.salesforce.com\/ap\/resources\/articles\/building-a-sales-forecast-guide\/\" target=\"_blank\" rel=\"noreferrer noopener\">complete guide to building a sales foreca<\/a><a href=\"https:\/\/www.salesforce.com\/ap\/resources\/articles\/building-a-sales-forecast-guide\/\">st<\/a>\u00a0for more tips to become an expert seller.<\/p>\n\n\n\n<div class=\"layout-two wp-block-salesforce-blog-offer\">\n\t<div class=\"wp-block-offer__wrapper\">\n\n\t\t<div class=\"wp-block-offer__content\">\n\t\t\t<h2 class=\"wp-block-offer__title\">Learn more about how Sales Cloud <br>can help sales teams sell smarter today.<\/h2>\n\t\t\t\n\t\t\t\n\t\t\t\t\t\t\t<div class=\"wp-block-button\">\n\t\t\t\t\t<a class=\"wp-block-button__link\" target=\"_self\" href=\"https:\/\/www.salesforce.com\/ap\/products\/sales-cloud\/overview\/\">Read More<\/a>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\n\t\t<div class=\"wp-block-offer__media\">\n\t\t\t\t\t<\/div>\n\t<\/div>\n\n\t\t\t<div class=\"wp-block-offer__graphics wp-block-offer__contour\"><\/div>\n\t\n\t\t\t<!-- Standard Illustration -->\n\t\t<img decoding=\"async\" class=\"wp-block-offer__graphics wp-block-offer__illustration\" src=\"https:\/\/www.salesforce.com\/ap\/blog\/wp-content\/themes\/salesforce-blog\/dist\/images\/offer-block\/offer-illustration-layout-two.png\" alt=\"\">\n\n\t\t<!-- Small Accent Illustration -->\n\t\t\t\t\t<img decoding=\"async\" class=\"wp-block-offer__graphics wp-block-offer__accent\" src=\"https:\/\/www.salesforce.com\/ap\/blog\/wp-content\/themes\/salesforce-blog\/dist\/images\/offer-block\/offer-accent-layout-two.png\" alt=\"\">\n\t\t\n\t\t<!-- Left Side Illustration -->\n\t\t\n\t\t<!-- Cloud Illustration -->\n\t\t\t\t\t<img decoding=\"async\" class=\"wp-block-offer__graphics wp-block-offer__cloud\" src=\"https:\/\/www.salesforce.com\/ap\/blog\/wp-content\/themes\/salesforce-blog\/dist\/images\/offer-block\/offer-cloud-layout-two.png\" alt=\"\">\n\t\t\n\t<\/div>\n\n\n\n<p><i>This post originally appeared on the U.S.-version of the <a href=\"https:\/\/www.salesforce.com\/blog\/2017\/05\/habits-worlds-most-successful-salespeople.html\" target=\"_blank\" rel=\"noopener\">Salesforce blog<\/a>.<\/i><\/p>\n\n\n\n<p> <span id=\"authorRoot\" path=\"\/content\/blogs\/sg\/en\/authors\/\"><\/span><\/p>\n","protected":false},"excerpt":{"rendered":"<p>The most successful salespeople don\u2019t rely on luck. Learn more about the the winning routines that help them consistently close deals.<\/p>\n","protected":false},"author":1,"featured_media":398,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"sf_justforyou_enable_alt":true,"optimizely_content_id":"7252f9fc95024d1dbbe4b1d825c53486","post_meta_title":"","ai_synopsis":"","_jetpack_memberships_contains_paid_content":false,"footnotes":""},"sf_topic":[15,106,8],"sf_content_type":[],"coauthors":[121],"class_list":["post-400","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","sf_topic-sales","sf_topic-sales-strategies","sf_topic-customer-relationships"],"yoast_head":"<!-- This site is optimized with the Yoast SEO Premium plugin v27.2 (Yoast SEO v27.2) - https:\/\/yoast.com\/product\/yoast-seo-premium-wordpress\/ -->\n<title>8 Tips to Upgrade Your Sales Routine - Salesforce<\/title>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/www.salesforce.com\/ap\/blog\/habits-worlds-most-successful-salespeople\/\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"Productivity Breeds Success: 8 Tips To Upgrade Your Routine\" \/>\n<meta property=\"og:description\" content=\"The most successful salespeople don\u2019t rely on luck. Learn more about the the winning routines that help them consistently close deals.\" \/>\n<meta property=\"og:url\" content=\"https:\/\/www.salesforce.com\/ap\/blog\/habits-worlds-most-successful-salespeople\/\" \/>\n<meta property=\"og:site_name\" content=\"Salesforce\" \/>\n<meta property=\"article:published_time\" content=\"2023-06-06T19:36:53+00:00\" \/>\n<meta property=\"article:modified_time\" content=\"2024-04-02T05:59:17+00:00\" \/>\n<meta property=\"og:image\" content=\"https:\/\/www.salesforce.com\/ap\/blog\/wp-content\/uploads\/sites\/8\/2023\/06\/habits-worlds-most-successful-salespeople.png\" \/>\n\t<meta property=\"og:image:width\" content=\"500\" \/>\n\t<meta property=\"og:image:height\" content=\"281\" \/>\n\t<meta property=\"og:image:type\" content=\"image\/png\" \/>\n<meta name=\"author\" content=\"Audrey Harris\" \/>\n<meta name=\"twitter:card\" content=\"summary_large_image\" \/>\n<meta name=\"twitter:label1\" content=\"Written by\" \/>\n\t<meta name=\"twitter:data1\" content=\"Audrey Harris\" \/>\n\t<meta name=\"twitter:label2\" content=\"Est. reading time\" \/>\n\t<meta name=\"twitter:data2\" content=\"6 minutes\" \/>\n<script type=\"application\/ld+json\" class=\"yoast-schema-graph\">{\"@context\":\"https:\/\/schema.org\",\"@graph\":[{\"@type\":\"Article\",\"@id\":\"https:\/\/www.salesforce.com\/ap\/blog\/habits-worlds-most-successful-salespeople\/#article\",\"isPartOf\":{\"@id\":\"https:\/\/www.salesforce.com\/ap\/blog\/habits-worlds-most-successful-salespeople\/\"},\"author\":[{\"@id\":\"https:\/\/www.salesforce.com\/ap\/blog\/#\/schema\/person\/image\/1f9ff644e7aa9d412fbfffc82ed49ab7\"}],\"headline\":\"Productivity Breeds Success: 8 Tips To Upgrade Your Routine\",\"datePublished\":\"2023-06-06T19:36:53+00:00\",\"dateModified\":\"2024-04-02T05:59:17+00:00\",\"mainEntityOfPage\":{\"@id\":\"https:\/\/www.salesforce.com\/ap\/blog\/habits-worlds-most-successful-salespeople\/\"},\"wordCount\":1143,\"commentCount\":0,\"image\":{\"@id\":\"https:\/\/www.salesforce.com\/ap\/blog\/habits-worlds-most-successful-salespeople\/#primaryimage\"},\"thumbnailUrl\":\"https:\/\/www.salesforce.com\/ap\/blog\/wp-content\/uploads\/sites\/8\/2023\/06\/habits-worlds-most-successful-salespeople.png\",\"inLanguage\":\"en-SG\",\"potentialAction\":[{\"@type\":\"CommentAction\",\"name\":\"Comment\",\"target\":[\"https:\/\/www.salesforce.com\/ap\/blog\/habits-worlds-most-successful-salespeople\/#respond\"]}]},{\"@type\":\"WebPage\",\"@id\":\"https:\/\/www.salesforce.com\/ap\/blog\/habits-worlds-most-successful-salespeople\/\",\"url\":\"https:\/\/www.salesforce.com\/ap\/blog\/habits-worlds-most-successful-salespeople\/\",\"name\":\"8 Tips to Upgrade Your Sales Routine - 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