As near as I can figure, salespeople only sell about 5% of the time! Oh, we’re all busy doing things, but selling isn’t one of them. We visit customers, deliver literature, chat about the weather and sports, and talk about our weekend.
You’ll notice I’ve included myself in the above paragraph. Yes, I also find myself in this situation from time to time. It’s not that I’m lazy, or that I don’t want to do my job. Sometimes I simply lose my prime focus (selling), and I find a thousand other things to occupy my day. How about you?
Some salespeople are like papers in a light breeze. When they leave the office in the morning, they flutter off to wherever the first wind takes them.
Others have a great sense of direction and purpose. They know exactly where they’re going and what they’ll do when they get there. The only problem is that it often has little to do with their primary function — selling.