When looking to purchase an appliance, the educated buyer will be looking for a sound investment, one that is environmentally friendly and will cost less to run by using less power and have a fantastic energy efficiency rating (A*** being the best).

In sales and marketing, we refer to ROI or return on investment, a critical matrix used to understand the performance concerning the investment. When looking to engage a sales professional in an educated market which, let’s face it, all industries now exist within, we, of course, are also looking for the best ROI. In this instance, it is the sales professional who is CONSISTENTLY not just making their numbers but EXCEEDING them authentically and ethically. They stick to the basics every day regardless of the sales cycle, month or even the season. They have A*** rated habit and behaviors.

What does that mean you may ask?

It certainly isn’t an appliance energy efficiency rating! It is in fact, a sales matrix for success with exceptional ROI (which is where the similarities lay) and it goes something like this:

• A is for ACTIVITY

They are relentless and consistent in prospecting, lead generation, lead nurturing, referral activity and partner work. They know the danger of putting all their “eggs in one basket” and focusing entirely on one channel.  They are engaged and actively participate in multiple channels such as phone, email, LinkedIn, Facebook, Twitter, Podcasts, etc. Their activity is not only to achieve an end goal but also to upskill themselves and to become an industry expert. They focus on activity that will “pay off” and give results. NOT on activity for the sake of activities sake or being busy!

Sales Professionals have strategic activity. They know who their target market is and what value they can bring to them and their business. It is all about connecting and providing a solution to a need. They are also looking to collaborate and work with the “right” type of companies. Those that have the same values and beliefs as them and need their solution. For, they are professional enough to know that without it they could be selling for the sake of selling which is a dangerous approach, and one which will only result in a short-term win.

• A is for APPROACH

The Sales Professional is prepared, informed, highly skilled and will know their end goal. They are not product pushing or selling. Instead, they are creating solutions to a need, they have done their research, and they know their market. They are not looking for short-term wins or transaction selling (sell and run) but rather, a long-term strategy, where every opportunity could open doors and they never assume a thing!

Like any successful relationship, selling is no different. Its foundation is solid and built out of trust and collaboration. There is genuine care, and authentic interest, the Sales Professional is not there just for “the sale.”  It is in this approach that a winning transaction will naturally occur.

• A is for ATTITUDE

They have a positive, inspired, winning, entrepreneurial, resilient and curious mindset. For the successful sales professional, every opportunity is a good one. They believe that there is a possibility in everything if you go after it. Their attitude and energy is contagious and creates a powerful pull of attraction and a winning connection! They know that it is how they pick themselves up after a setback that will determine how successful they will be.

• A is for ABILITY

Lastly, as an elite sportsperson or successful businessperson will tell you, will and skill have to go together! They practice their craft consistently and relentlessly, and their natural ability improves from their disciplined approach. Nothing great is easy, and it is always about sticking to the basics and practicing your craft to perfection. It is in this extra that the ordinary becomes extraordinary.

So, to summarise, if you want to be, or employ a successful sales professional then you, need to start demanding the A*** principles. It needs to start now, in every minute, of every day of every year.

Have a very purposeful A*** day!

Rachel Brus