BET430 Lecture Notes - Lecture 20: Computer Performance, Active Listening, Time Management
16 Dec 2018
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Document Summary
Top performers put in the consistent effort to improve the quantity and quality of their daily activities: they always do more than low performers and they are focused on doing it better. Build a controllable, measurable, and predictable business. Understand and manage the requirements of the sales performance equation. Sales performance equation = talent (inherent and/or trainable) * habits (attitude and/or effort) * opportunity (business and/or support) Inherent (potential): personality is set early in life, is very consistent and drives instinctive behaviour. Some of your personality traits influence sales success: self-management, self-motivation, people orientation, learning orientation. Trainable (learning): focus on a wide range of skills that you can learn, such as: product knowledge, prospecting skills, active listeni ng, qualification questioning, time management. Take advantage of: seminars/webinars (cpsa, books (predictable revenue, mentor (experienced/available, sales playbook (best practices) Attitude (thoughts): attitudes accumulate throughout your life and certain dominant attitudes will influence sales success: management of rejection.
