Work Smarter Not Harder

Work smarter, not harder
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In several occasions, salespeople have been informed that sales success relies mainly on sheer effort. Many managers believe in the values of persistence, hard work and the need to have willingness. However, recent research experiences in motivation and sales shows that sales professionals should work smarter, which is more significant than working harder (Daniela, 2012). Working hard determines the success of the salespeople partially. It is advisable to direct these efforts strategically towards the planned objectives. Working hard may deliver certain results, though working smarter frequently produces true success. Working smart implies shaping up presentations to suit the individual expectations of the customers, developing wise decisions concerning how to spend time and devoting time to learn new important skills.
Working smarter in the selling process is a better strategy. It requires using and improving sales skills to meet the expected targets. Skills development is crucial for business success; this is the value of concrete sales training. Daniela (2012) says that salespeople can worker smarter only if their knowledge is challenged and constantly improved. Salespeople with best sales skills always perform better. Salespeople, who work smarter, normally pace themselves, concentrate their skills and understand their limits. They do not take shortcuts or overexert themselves or involve in unplanned risks to hasten the process. Working smart always begins with a goal; the main objective here is to close sales and to hit quotas. There are interconnected steps that are essential to achieving this goal such as identification of selling opportunities; qualifying and developing such opportunities; creating presentations and finally closing the sales.
Sales professionals require effective plan to perform every stage of the selling process. The plan needs to define particular activities to be carried out and incorporate particular criteria, which must be fulfilled to enable selling process moves forward (Daniela, 2012). If the criterion is not fulfilled, it is important to abandon the opportunity to look for another opportunity, which is more viable. Every activi...