Complacency is a bad thing when it comes to selling. Unfortunately, a lot of salespeople can fall into a trap that can prevent them from performing better.
Even if you’re doing well with your sales, the last thing you want to do is be complacent. You need to continually grow. You need to do better. You need to push yourself.
Once you become complacent, the momentum is gone. When that happens, you start to digress and start making less money than you typically would.
What is complacency?
- Feeling of uncritical satisfaction with one’s self or one’s achievement
- Where you are comfortable with where you are
Here are 5 reasons why many salespeople become complacent:
- Your manager is not paying attention to them.
Sometimes our focus can be geared more towards the under performing salesperson that we lose sight of the top performers and this could cause them to be complacent. Find one who’s in a complementary industry where you can push each other or find mentors to help you with.
- They’re doing too good.
Stick to a checklist. This is what successful people, athletes, and entrepreneurs do. They follow the fundamentals and they master them.
- They don’t have goals.
When you don’t have any goals or you don’t have a why and just come to work and doing it without any goals or desires, you’re not going to increase. You have to have a purpose to be effective in sales.
- They have no challenge.
Gamification is important to continually challenge the team. Put up a contest of challenge within the organization. Find someone else or other top performing individuals that can challenge you. Join a mastermind group like TSE Hustlers League and have the opportunity to be challenged by others and get that push you need.
- People have the mentality of “I know what I’m doing.”
If you start doing so well and you think you no longer have any room for improvement, you could eventually run in circles and run out of steam.
Today’s Major Takeaway:
If you’re a leader in the organization, make sure you have coaching with the people on your team. Sit down and talk to them and see what drives and pushes them.
Keith Rosen’s book Coaching Salespeople into Sales Champions
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