Overachieving in sales allows you to generate more leads, close more deals, and bring your company more revenue. This can lead to some benefits for you too: overachieving can get you a higher salary, bonuses, praise, and financial stability. You can get by as a mediocre rep, but you’ll never achieve the big time if you don’t step it up a notch.
Sales success isn’t an art—it’s a science. There are proven, notable ways to achieve it. It just takes commitment, motivation, and the right tools. Overachieving starts with the rep—so here are seven steps you can use to become the very best rep you can possibly be. Don’t settle for mediocre ever again.
1. Do the grunt work.
You might be successful when it comes to closing deals—but that’s not enough. Overachieving means doing the grunt work, too. This is the stuff that no one really wants to do, that most people procrastinate doing, or that mediocre reps avoid doing altogether. Whatever your grunt work is—cold calling, networking, paperwork—you need to do it to be the best.
2. Push yourself beyond your comfort zone.
Most people tend to stay within their comfort zones. It’s natural. However, if you don’t push yourself to try new techniques, talk to buyers who intimidate you, or call up people when you’re not comfortable on the phone, you’re not going to get very far. The best reps push themselves to achieve accomplishments they never thought were possible.
3. Strive for personal development.
The most overachieving reps are constantly striving for personal development. They’re reading marketing and sales books and blogs, they’re attending seminars and courses, and they’re working on and adjusting their sales techniques when needed. They’re always trying to get better, gain new knowledge, and develop—both personally and professionally.
4. Follow a sales process.
Overachieving doesn’t come with hit-and-miss techniques. It comes with a strategic, step-by-step sales process. Following a great process is the only way to get consistently high results. It allows you to know exactly what to say or do in any selling situation—whether on a cold call, during a first meeting, or with a long-term customer. It helps you generate leads, negotiate prices, and follow up, too. For most overachieving reps, their sales process is their secret weapon. Followed religiously, it can help you through any situation so you can succeed.
5. Do the “extras”.
Whenever you think you’ve thoroughly done your best, go just one extra step. Call that prospect one extra time, reread that proposal again, read one extra blog post a night, and write one extra email to your long-term customer. Going just one-step further with whatever it is part of overachieving—don’t just settle for a good job if you can do even better with a little more effort.
6. Be accountable.
Overachieving while selling doesn’t come easy—especially when your efforts aren’t being monitored and reinforced. If you’re often left to your own devices, don’t let yourself slack because of it. You should always hold yourself accountable for your actions and take responsibility when things go wrong. It’ll make it a lot easier for you to correct your actions if you admit that you might have screwed up.
7. Ask for help.
The best sales people ask for help when they need it. It’s important to come to terms with the fact that you won’t know everything and you won’t be able to deal with every situation on your own regardless of how much training or work you put into your sales career. A great rep will ask for help when they know it’s necessary—whether for pricing, negotiation, or something else—and be responsive to the training, help or coaching that is offered.
If you want to start overachieving in sales, you can start by following these seven steps. They’ll get you on your way.