Sales representatives, or business developers, in the staffing industry are many times very different than normal sales professionals. You are also consultants, HR reps, and may even conduct facility tours. However, as with other professionals, many times you may have your own tips and tricks to get your morning going. Do you need a cup of coffee to even form complete sentences? Do you have a routine that you need to stick to religiously to get your day started off right? Getting a good night sleep, starting with a healthy breakfast, stretching, exercise, or even meditation are other tools that people use to start their day right. It can be hard to close a sale if you’re tired, hungry, cranky, or in a hurry.
Whatever your routine, once you’re actually ready to start your day, what do you do next? Here are a few items that may help you make the best of the start of your work day:
1) Work smarter, not harder
Take time to make a to-do list, or plan out your day. If there’s one thing that you know you absolutely have to get done, either because it’s important or urgent, do that task first. If you find yourself struggling to keep on task, write a list of things that have to get done throughout the day. Use your Outlook calendar and stick with it, set a timer if you need to. Use a sales management system such as Microsoft Dynamics CRM to help track tasks, appointments, or potential contacts that maybe didn’t have a need now, but told you to contact them 3 months later.
2) Have Goals
Turns out, having goals is a tried and tested method of increasing motivation. Make a list of things you want to accomplish, both short term and long term goals. It’s always good to have something to work toward. It helps to start your day with the tasks that are the hardest and most frightening because we tend to make them bigger in our minds than they really are. How many face-to-face calls are you going to make? How many decision makers do you want to reach today? Whatever goals you decide to set, make sure they are S.M.A.R.T: Specific, Measurable, Attainable, Realistic and Timely.
3) Be productive
How many times have you arrived at the office in the morning with a stack of papers on your desks? If you start everyday with paperwork to do it can end up taking over your entire day. Yes, it has to be done, but do it when it most makes sense for you, like right before the end of the day, or around the noon hour. Schedule a time that works for you and do it every day. While you’re sitting, doing these tasks your potential clients may be deciding to use a competitor.
4) Internal Standup meeting
Have a quick 5 minute morning meeting where you can discuss all of the issues. Just make sure that all of the decision makers are in the room and there is a clear purpose to the meetings. Use those around you to help you be more productive, whether it’s sharing a sale, or helping to communicate with a potential client. This will in turn reduce the number of times someone stops by your desk and asks if you have a minute or vies versa. Besides, when was the last time a minute didn’t last longer?
5) Sell, and have fun
You’ve come this far now so you need to start selling. Once you start it’s easier to keep your energy and continue the activity, which will lead to more sales. Start calling, get in the car, write emails or follow your potential contact on LinkedIn; whatever it takes to get in front of your potential clients. Don’t sit and email and wait for a response. Keep moving and talking to actual clients or prospects.
Every day is different, and for sales professionals it can bring a multiple different distractions. However, you’re the most refreshed at the beginning of the day. Try to attach your top priority assignments and big projects first. You get paid to talk! Why not do it… Try starting your day by contacting your most difficult prospect.