Punctuality: Part 6 of 8 – The Evolution of the Modern Day Sales Professional
Punctuality – the fact or quality of being on time
There are so many different paths to success that really knowing the perfect combination is going to be hard to pinpoint. The attributes I’ve laid out so far are what I have observed and experienced myself that are cornerstones to top-performing sales professionals. Punctuality is probably one that can be argued either way but I’ll share why I think it is paramount to any successful person, sales, or otherwise.
There is a great saying that goes, “How you do anything is how you do everything.” I think it fits well into this example.
When you are on time it generally means that you are prepared and organized. If you are prepared and organized then one can assume that you are good at the work you do, thorough, and always follow-up through on expectations.
Those go a long way when serving your potential clients. They recognize the little things in your interactions with them. Politeness and punctuality are generally two of the most glaring. I’ll assume everyone knows how to be polite so we won’t focus on that here. Remember, selling is as much about the product fit as it is about a trusting relationship. You are an extension of the company you sell for and therefore if you are professional, polite, and punctual in all of your interactions with the potential client then they are going to assume that’s how the organization is run as well and they’d be a great long term partner to have.
The flip side, which I was reminded of just last week, is not where you want to be. I was on a first discovery call with a potential client and we had built rapport throughout and the conversation was fluid so when they brought up that they had been exploring some other products I made sure I pried in a bit more and here’s what came out.
Brian: That’s great you all are doing some exploration to see what’s out there, who have you looked at so far?
Potential client: Just one other one at this point…like Gov something..or you know I can’t remember their name exactly
Brian: (in jest) I guess they didn’t make a great impression then, huh?
Potential client: Oh you don’t know the half of it. We called and had a conversation and scheduled a demo of their product and then when the time came for it the sales rep didn’t show up. They didn’t send a message or anything. So we called in later to find out what happens and not only did they not have a good excuse they weren’t even remorseful for missing the call in the first place. Let’s just say they didn’t leave a good impression on us.
Going back to the dating analogy from a prior post, if you were to stand up a date and then not even feel bad about it when they called you do you think that relationship will progress anywhere? It’s disrespectful to the other person and shows that you are thinking about yourself more than them.
Besides scheduled meetings, being prompt with proposals, emails, etc are also very important. I don’t believe you have to reply the minute a message comes in but I like to at least get back to someone within a half of day or at worst by end of day. If the message comes in during the afternoon then certainly first thing the next morning. If you are needing to gain additional information internally prior to responding at least take a minute to acknowledge their email and tell them that you are on it and will return the message soon (or put a more defined time on it). This goes for proposals or other important documents. When you agree on a time then hold yourself accountable to that time (or earlier). It amazes me how simple this notion is but yet it can be missed without properly organizing your efforts.
I’ve written a lot about outward-facing activities when working with potential clients as it relates to these attributes but it should be noted that many of these, including punctuality, is extremely important when working internally with other teams. Showing up to meetings on time, being respectful of getting back to emails that ask for your guidance/insight, and completing tasks when your voice is needed are all things that show you care about the greater mission and are helping the other members of your team succeed.
Sales can seem like an individual sport but it generally takes a village to make you successful. Someone had to build the product, someone had to organize sales materials, someone had to define the ideal client that fits the product, someone had to sell and implement other partners before you so you had great references. Unless you have done this all by yourself, you need others around you to support your efforts and therefore it is important to show up for these types of activities or discussions even though it may not be your top priority. The company needs to hear your feedback in order to improve and it’s an opportunity for you to share your knowledge and help everyone get to the next level.
Remember, A rising tide lifts all boats. Start by being on time.
Thanks for reading,