Most salespeople enjoy to be active – out in their territories, seeing people, figuring out problems, putting deals collectively. This activity orientation is among the essential characteristics of a sales personality. A day sitting behind a desk is their idea of purgatory.

Unfortunately, this activity preference is both a strength and weakness. Much of a salesperson’s ability to produce results finds its genesis in the energy generated by this activity orientation.

But it can be a major obstacle. Far too often, salespeople are guilty of going about their jobs directed by the credo of ” Ready, shoot… aim.” The luxury of this sort of out of focus activity is a casualty of the Information Age. In order to be effective, salespeople must be concentrated and thoughtful about everything they do. Activity without forethought and planning is a needless waste of time and energy.
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Numerous skills are demanded to be successful in strategic sales, but I am attending advise three that are essentially essential. Allow me introduce my suggestions by saying I will not be including anything being forced to do with prospecting, which is a whole area unto itself, and which isn’t peculiar to strategic sales. Instead I am attending address situations where you’re already committed with a prospect.
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