There’s no doubt you’ve heard the proverb, “You reap what you sow.” And maybe you’re applying this wisdom to your sales career already.
If so, keep it up.
But chances are you’re not applying it to your sales role like you could be. Or if you are… you’re happy with reaping a modest harvest. Modest sales numbers. Modest impact. Modest lifestyle.
How do I know?
Because 95% of sales people aren’t in the 5% of sales rockstars. It takes a burning desire to count yourself in this upper echelon of top producers.
Thankfully, there’s always room for improvement. So today I’m going to help you go from mediocre to master on the phones and beyond.
We’ll cover exactly how to apply “You reap what you sow” to sales (the 5 areas where you must sow). And we’ll cover ways to adapt and stay flexible in the ever-changing field of sales.
Let’s get rolling.
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A Deeper Meaning?
On its surface, the phrase “You reap what you sow” means the choices you make on a day-to-day basis will determine the outcome of your life.
And there’s no denying the truth to this. You are the sum of the decisions you’ve made up till this point in your life. And the decisions you make starting today will guide the course of your life into the future.
That’s GOOD news.
It means you can write your own ticket to success, as it were. By making the right decisions, consistently over time, you can create generational wealth and have a lasting impact on those around you. And yes, you can do it all in the thrilling world of B2B sales.
So… is there a deeper meaning to the phrase?
No, there isn’t.
It’s really that simple — you get out what you put in. There’s no reason to complicate things. But with that said, it’s important to know where and how to sow in sales for maximum yield.
You Reap What You Sow in Sales
You can think of these as the 5 most important pillars for sales success.
1. Sow into yourself
Investing in your mindset and physical fitness are the two best things you can do for massive sales success.
You have to adopt a growth mindset and constantly educate yourself. Many of the best salespeople in the world are voracious readers. They attend sales conferences and workshops. And they are committed to becoming lifelong learners.
You should also get to the gym at least 2-3 times a week for a good burn. The better you feel, the better you’ll perform on the phones. And a byproduct of consistent exercise is that you’ll become more attractive (from a physique standpoint). Remember, you reap what you sow!
2. Sow into prospecting
If you’re spending little time and effort on prospecting, then you’re probably calling garbage leads that are unqualified for your offer. Instead, take a little extra time to research your prospects. Find out who they are on a more personal level, and use this intel to relate and connect with them on your calls.
I can’t understate how important it is to do your homework on your targets. If the sales process is like cutting down a tree, then prospecting is like sharpening your ax. Spend the time to really sharpen your ax, and you’ll get a much cleaner cut with less effort. Again, you reap what you sow. This is how the sales pros do it.
3. Sow into relationships
Once a prospect becomes a lead, it’s time to build the relationship. The more you put into the relationship, the more you’ll get out of it. So keep in close contact, remember to ask about their interests and hobbies, and listen like a friend.
Look, I’m not saying become their best friend. This is business, after all. But the truth is that most salespeople hardly put in any effort building relationships, so the sale pretty much dies on the vine. Why? Because sales is all about relationships! Build them, and the sales will follow. This is one area of sales that you can reap an incredible harvest if you sow accordingly.
4. Sow into the follow-up
This is the lowest-hanging fruit in all of sales. Lean into the follow-up, and it’ll be a shot-in-the-arm for your sales numbers. What does this mean exactly? Well, simply call the prospects back who say “call me back.” It’s really that simple. Same goes for prospects who say “now’s not a good time,” or “we’re behind budget this quarter,” or insert the objection du jour. Just pick up the phone and follow up.
You probably have 100+ potential deals sitting in your CRM right now. So jump on those first, and then put a solid follow-up strategy in place to capture more deals into the future. If you’re already doing this, great! If not, it’s the easiest hole-in-the-boat to plug.
5. Sow seeds of VALUE
Start sowing value everywhere you go, like a regular Johnny Appleseed. This means start giving your prospects industry insights on the house. Coach them, consult them, become their trusted advisor. One of my favorite sales quotes is “Treat your prospect like they are already your client.”
When you sow value, you reap trust (directly) and money (indirectly). Or, as Zig Ziglar famously said, “You will get all you want in life if you help enough other people get what they want.”
Final Words
Although sales is different from farming or gardening, the same concepts apply. Your results are directly linked to the effort you put into planting and cultivating the harvest, so to speak. To put a finer point on it, your sales numbers will shoot through the roof if you start cultivating in the areas of sales I highlighted above.
And thankfully, the roadmap is pretty simple. Just work on your mind and body, build relationships, stay in close contact with hot leads, show you care, follow-up, and have patience. Do these things and your sales harvest will be ripe for the reaping.
Until next time…
Johnny-Lee Reinoso