They say it’s the little things in life that matter. This principle applies to sales representatives if they want to be successful in their career.
As salespeople, we often get caught up in the things that stare us right in the face. We focus on quarterly goals, the weekly conference calls, and the ever-looming concern over what this year’s bonus will be – all the while overlooking ideas that keep us on top of our game. Some of the mistakes we make are obvious, such as failing to make enough calls, lacking product knowledge, and not asking a client to buy. But it’s those deeper neglected areas that cause us to slowly lose our edge or superiority.
In my view, there are three common pitfalls salespeople must avoid to insure maximum results regardless of where they are in their career.
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About the Author
Allen Guy is the author of Playing to Win: The Sport of Selling and How You Can Win the Game. A veteran sales representative and manager with experience that spans more than twenty-five years and multiple industries, he is currently senior vice president of business services for State Bank and Trust Company in Mississippi.
Playing to Win is a convergence of sports analogies and practical business skills to educate and entertain readers as they further develop their sales abilities. It provides applicable advice that can easily be remembered and put into practice.