As a salesperson you have to rid yourself of ineffective or bad habits and demonstrate good selling habits, or appropriate behaviors, if you want to succeed in this great profession.

You have to be constantly filling the funnel with suspects, qualifying them to become prospects, making prescriptions or presentations, acquiring new business, following up and maintaining relationships.

You also have to maintain and expand existing customers, handle requests, go to meetings, complete all kinds of reports and maintain a positive and enthusiastic attitude.

You are expected to demonstrate a multitude of effective habits or so called behaviors.

You also have to know which or your habits are working best for you – your behavioral ratios.

For example, how many telephone calls do you have to make to get a face-to-face appointment, how many appointments turn into a presentation, and how many presentations result in a sale?

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