February 17

6 Strategies To Build Your Sales Muscle


Years ago, I was watching an interview with Professional Volleyball Player Gabrielle Reece, where she was being asked about what it takes to reach her level of performance. In essence, what specifically did she do to become world class?

I will never forget her response. While she spoke about skill development, experience and learning from loss and failure, the most surprising advice she had was simply to do the work every day whether you feel like it or not.

She went on to share, that success comes from commitment and consistency. Your willingness to do what you know you need to whether you feel like it or not. That is the edge – your willingness to keep going when others quit or give themselves a break.

Gabrielle used her workouts as an example. She shared that she works out everyday whether she feels like it or not, and some days she does not feel like it. She said that if you followed her around 365 days a year, you would see that some workouts are amazing, some okay, and some not so good. But the important thing is no matter no matter how she is feeling she does the workout anyway.

So how does that apply to your selling process? Do you only sell when you need to? When your pipeline is low? Do you give yourself a break, and take a few days off when you feel you have reached your goal?

Sales is just like working out, just like a muscle. The more you work it, the more you condition it, and the more you commit to using it, the stronger and more resilient that muscle will be. To be world class at selling you have to commit to making sales a lifestyle and doing it whether you are in the mood or not.

Here are 5 Strategies to Build Your Sales Muscle:

  1. Establish Your Process – those behaviors that you need to do on routine basis – things such as networking, prospecting, making calls, writing proposals, following up and using your CRM. Every world-class athlete has a process, a way that they train, an understanding of how to condition their body for success. You need to have that to for sales, a plan of what you will do when in order to build your sales muscle.
  1. Create The Time – just like a world-class athlete has times they train every single day; you need to create the time to sell every single day. Make it a priority, and schedule at the time of the day that you have the most energy and most space to make it happen. To build your sales muscle you have to ensure that the time is created on your schedule and you don’t let anything else get in the way.
  1. Get A Coach – whether you use a peer or leader inside your organization, or hire a coach from the outside, getting regular input and feedback on how to improve your process will build your muscle and enhance your performance. Think about areas of your process you need to improve such as prospecting, or getting the deal to close, and ask your coach to observe and give you input on how to improve in those areas.
  1. Assess and Renew – every thirty days take a look at your process, your commitment and your results and ask if what you are doing is achieving the success you them to? Ask yourself what you are doing that is really working, what do you need to be doing more of. What is not working, what do you need to be doing less of, and last but not least what are you not doing that could take you to another level. That consistent improvement is key to being successful.
  1. Do It Anyway – and last but not least – do it anyway! Sell whether you feel like it or not. Whether it is a good day, so-so day, or even on those days you are just not that into it.  That commitment, that consistency is what is going to build your sales muscle and make your world class.

Everything about the sales marketplace has changed today and if you want to be successful you need to get in shape!  Follow these 5 Strategies and Build Your Sales Muscle!

Meridith Elliott Powell

Voted one of the Top 15 Business Growth Experts to watch by Currency Fair, highly engaging corporate motivational keynote speaker Meridith Elliott Powell delivers a cutting-edge message, rooted in real-life examples and real-world knowledge. Meridith’s presentations are full of powerful content, highly interactive, and fun. She helps her clients learn the leadership development, sales and business growth strategies to turn uncertainty to competitive advantage.

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