Punctuality: Part 6 of 8 – The Evolution of the Modern Day Sales Professional

sales tips

Punctualitythe 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,

Carpe Diem,

Brian

Sign Up For The Newsletter

  • This field is for validation purposes and should be left unchanged.

Listen To The Podcast

Just Get Started Podcast

Punctuality: Part 6 of 8 – The Evolution of the Modern Day Sales Professional2021-03-19T10:43:04-04:00
  • Dale Dupree Profile Headshot

Dale Dupree

DALE DUPREE

EPISODE 60: Founder, The Sales Rebellion

Dale Dupree Profile Headshot

ALSO AVAILABLE ON THESE PLATFORMS

APPLE

GOOGLE

SPOTIFY

OVERCAST

PODCHASER

Was really cool to have Dale Dupree of The Sales Rebellion stop by for episode 60 of the Podcast. I’ve been following Dale for a couple years and since we had so many mutual connections and I always enjoy reading his thoughts on sales, I had to have him on to share his journey and knowledge. This was a really interesting interview where we go all over the place talking about his new company, what he learned from his Dad, when he was touring in a band, and much more. Definitely think you all will enjoy some of Dale’s thoughts and his perspective on not only sales but life.

Dale also talks about two former Podcast guests on this episode that i’ll link up below:

Stu Heinecke – http://www.stuheinecke.com/

link to our interview -> https://brianondrako.com/podcast/stuheinecke/

James Carbary – https://sweetfishmedia.com/

link to our interview – https://brianondrako.com/podcast/jamescarbary/

Find Dale Online:

Website: https://www.thesalesrebellion.com/

Twitter: https://twitter.com/salesrebellion 

Linkedin: https://www.linkedin.com/in/copierwarrior/

Instagram: https://www.instagram.com/salesrebellion/

About Dale:

To understand my Sales Rebellion, first you need to hear and acknowledge the role my Father played in my life. His legacy is one of integrity, perseverance, and service to others. I spent my life in the shadow of one of the greatest men to ever walk this earth and I am eternally grateful for his amazing example. I realized my calling in the Technology world through his business and also just how much fun I had being in a sales role. Copiers and Printers are pretty boring and usually not top of mind, they are also the most important piece of hardware in the office when they break, am I right? I enjoyed the challenge behind making them a fun piece of your business puzzle.

in 2017 I moved on from the company I had represented most of my career, after my Dad’s passing (see my shared articles for the saddest story I have ever told). I stayed in the copier industry for 2 more years before creating my Sales Rebellion. I have gone into sales training and develop for both individual contributors and entire sales organizations.

In 2019, The Sales Rebellion was born. My conquest of changing the game has expanded beyond my role as an individual contributor in the sales world, as The Copier Warrior. Now I am teaching the masses how to choose legendary for their sales career. No longer will the mediocre rule throughout our profession. It is time for a Sales Rebellion to rise.

I believe in Radically Educating your prospects on a first touch. I believe in Responses, good or bad, but never indifferent. I believe your Territory is your Community, we enable Sales Wanderers. I believe your Pipeline is Alive. I believe people are more than just a signature for your deal. I believe in fellowship over negotiations.

……..

If you enjoyed this interview you may also like my Just Get Started Podcast Interview with Sales Leader, Kevin Dorsey.

Share This Podcast - Choose Your Platform!

Review On Apple Podcasts

If you enjoy this episode I’d be grateful if you would leave a 5-star review on Apple Podcasts, if you believe I’ve earned it.  Thanks for listening!

Leave a Review

Dale Dupree2020-01-20T19:05:05-04:00

It’s Halftime…How Is Your Sales Year Going To End Up?

It wasn’t too long ago when everyone was at the same starting line. I don’t care what company you are at or how big your quota is. We all started from the big “goose-egg”. Sales, unlike many other careers, has very specific metrics to it. Generally, called a Quota, it’s a number the company gives you that in their estimation is how much revenue you should bring in for the given year. This number can be calculated a variety of ways and it depends on the company and their specific goals and projections for the year as a whole.

Bottom-line, You either hit it or you don’t. And all Sales reps know that going into each year.

If you’re not in Sales, that’s okay as some of the ideas I want to share can still help you think differently as you navigate a long year of work and goals that you want to accomplish.

For sales reps though, it’s pretty simple.

On the one hand, many are way behind there annual quota halfway through the year. We can come up with a number of reasons why but excuses don’t matter. Facts are facts. The numbers speak for themselves.

On the other hand, several are out ahead of the pack and well on their way to achieving and potentially overachieving on their goals.

And if you are wondering, there are a good chunk in the middle of the pack (like me!). On par and in a good position heading into the second half but still work to be done to keep pace.

So, 6 months in, which bucket are you in?

Here is the secret: it actually doesn’t matter which one it is. Because if life and sports has taught us anything it’s that there is still time on the clock. The game isn’t over yet.

Think back to the Super Bowl a few years ago when the Falcons were all but engraved the Lombardi Trophy heading into halftime. The scoreboard read 21-3 and Twitter was ablaze with reactions. That’s a stout lead especially when you are playing that well and the odds of relinquishing it are very small. Ironically, it’s a great metaphor for where we are at in the year and something all of us can learn from. Let’s observe some things that happened in that second half in hopes that it’ll help you attain your goals by years end.

Mindset is everything

Bill Belichick might be the best 2nd half coach we’ve seen in history. He is great at assessing the game and understanding where to make adjustments, if needed. However, the best thing he does (and he does this all season long) is to get his team to buy into the fact that the game isn’t over until it’s over. You must stay positive and level-headed through the good and the bad times. That consistency in mindset and focus on the steps needed to get back into the game is most likely the “X-Factor” that led to them making that historic comeback.

If you’re behind, remember what has gotten you there before. We all get into slumps but it’s the positive attitude and confidence that we can do it again that ultimately pulls us out of it. Stay focused and keep a level head and the good times will just be around the corner. If you panic and get frustrated, it will be hard to overcome future obstacles and maybe make you lose that partnership you had in your grasp because you got desperate or impatient.

Do Your Job

This is Bill Belichick’s classic mantra. Know your role and get your job done. Don’t let the noise and celebrations around you knock you off your perch. Think back to the Falcons and some of their biggest mistakes. They went away from what was working. They were running so well but yet late in the game they decided to call a pass play and had Matt Ryan drop back to throw which lead to a sack. That play-call kept them out of field goal position. However, The Patriots stuck to their game plan and never wavered. They knew there was time on the clock and they knew what made them successful all season long. It was only a matter of time before it clicked and they continued to chop away at the lead (which by the way ballooned to 28-3 late into the 3rd Quarter, if you remember.)

You know what needs to be accomplished to continue building value and guiding your future clients down the right path for them. Additionally, you can’t forget about the early part of the funnel and your prospecting efforts. You’ll win some and lose some but having a healthy and flowing pipeline will ensure that you have opportunities to finish strong. Now, if you’ve started out of the gate strong and are in a rock solid position, you can’t get complacent. You can’t think that you can take your foot off the pedal just because you’ve had a few good months. Things can change quickly if you don’t watch it. Don’t all of a sudden switch things up just because you’ve had certain results up to this point. Yes, some things may have to be adjusted but most of the time it’s small tweaks and not the grandiose ideas we like to think are going to be the difference.

Make Your Own Luck

Hey, we all need a “Julian Edelman type of catch” every now and then. I’ve noticed in my sales career we all get at least one of these a year, maybe more if we are opportunistic.  

However, you have to be in the right position to get those breaks. Are you creating enough pipeline? Are you building great rapport? Are you progressing partnerships forward? Are you bringing in the right people that are making the decisions? All of these questions help you get to a position where you can succeed and sometimes the timing just happens to be right.

That’s life, it happens, and you want to be on the right side of it but the only way you get there is to put yourself in those positions. Take a good hard look at your performance and where there might be one or two small tweaks you can make. If you were being honest with yourself, where have you fallen short? Where have you whiffed on some opportunities? Start there and make some subtle movements in the right direction. Maybe you have done zero call review or role play and need to get back to the fundamentals. It could be the “X’s and O’s” on your sales process need a retooling or slight shift. It could be something else. Like I said above, you don’t need to throw the baby out with the bathwater. Have some self-awareness and make some great halftime adjustments to put you back in the game.

Just like with Football, in the end there are two things that generally win out. Talent and Work Ethic. Some only have one, few have both. But either way you need to recognize where you fall short and what you personally need to do to crush your second half, whether you are way ahead or dragging near the bottom of the pack. As cliche as it sounds, the first half of the year “is what it is” and you have to remain hyper-focused on the path ahead and do what you need to do to get to that mountain top. It’ll be different than others around you. Don’t get sidetracked. Focus on yourself and your abilities and have the mindset that when you are ringing in the New Year, you know you’ve given it everything to make this past year the best one yet.

Carpe Diem,

Brian

It’s Halftime…How Is Your Sales Year Going To End Up?2021-03-19T10:43:07-04:00

Selling Like a Human – One Mic with Brian Ondrako

BRIAN ONDRAKO

ONE MIC: Selling Like a Human

ALSO AVAILABLE ON THESE PLATFORMS

APPLE

GOOGLE

SPOTIFY

OVERCAST

PODCHASER

On this episode of the One Mic series I start the conversation around Sales especially as it relates to people who have never had to “sell” before. This idea was originated from a great conversation I had up at the Next Gen Summit in NYC this past weekend. A lot of Start-up Founders have many talents and skills but one of the challenges a lot have is actually understand sales and the sales process of pitching VC’s, selling their first clients, etc.

I’m going to turn this into a multi-part series but wanted to give a taste of how I look at Sales and what has helped me become successful in the world of Sales.

Share This Podcast - Choose Your Platform!

Review On Apple Podcasts

If you enjoy this episode I’d be grateful if you would leave a 5-star review on Apple Podcasts, if you believe I’ve earned it.  Thanks for listening!

Leave a Review

Selling Like a Human – One Mic with Brian Ondrako2021-03-19T10:42:29-04:00
Go to Top