Do you know what sales discipline means? Are you disciplined in your role as a professional sales coach or salesperson? Are you getting the sales results you are looking for?

Sales discipline is the key to success. Sales discipline in a behaviour (B) in the ABC, 123 Sales Results System, a non-traditional sales process.

Sales discipline means doing what you have to do even when you do not want to do it. In sales, that can mean a lot, but let’s focus in on lasting sales results.

First of all, do you know your sales process numbers – i.e. your sales call to close ratio?

If you do, you are well on your way to being sales disciplined. If not, start by tracking your sales disciplines (behaviour) on a daily basis. That means what is it that you habitually do in sales on a daily basis?

Track your sales disciplines by creating a simple form with your daily sales activities (discipline) noted across the top and the numbers 1- 31 down the side representing each day of the month. Track your sales disciplines in terms of numbers or time.

For example sales disciplines can be Telephone – inbound / outbound, Networking, Referrals / Introductions, etc which lead to sales appointments. Sales appointments lead to building relationship and qualifying for opportunities. Qualified relationships lead to sales prescriptions (presentations) which in turn lead to closes and sales of $X.

By tracking your daily sales disciplines (activities), adding it up at the end of the month and then averaging you will soon learn what we in the sales profession call your sales call to close ratio.

You will soon know how many sales calls it takes to make an appointment – i.e 10 to 1. How many appointments it takes to find a qualified relationship – i.e. 5 to 3? How many qualified relationship that lead to a sales presentation – i.e. 3 to 2? Finally how many presentations it takes to close and the value of that sale?

Now that you know your numbers, you can then define the daily sales disciplines (activities) to meet your sales targets.

Then it is just a matter of sales discipline and doing what you say you will do, even if you don’t feel like doing it.

The Bottom Line – Discipline is the key – doing what you have to do, even when you do not want to do it.

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