Playing soccer in 8th grade, I was always surprised by the tremendous inconsistency of our team’s level of play. On one particular day at practice, our efforts had deteriorated to what I call the “Six-Year-Old-Scrum” – which is basically a bunch of kids running around in a pack like chickens with their heads cut off.
The coach blew his whistle, yelling, “Stop, stop, stop!” He explained to us that we had now reached the level of competition where our natural talents would no longer carry us. He said that if we hoped to be successful, we would need to be disciplined, consistent, and capable of running actual plays.
Sales people often display this undisciplined approach to their jobs. We rely upon our natural talents to make the sale. After all, we’re better at this than the average person, which is why we remain in the profession.
Unfortunately, by adopting this haphazard approach, we end up losing sales that we should have won. Equally bad, we expend tremendous amounts of unnecessary energy. Think of how much harder that pack of six-year-olds is working than is the single player who executes a flawless pass – and then positions himself for the goal.
I don’t care what system you adopt – there are plenty of good ones. But by systematically performing your daily tasks – from consistent prospecting, through coherent discovery, to the building of a valid value proposition – you will win more sales, and your work will seem both easier and more entertaining.