When you become a new salesperson, you are ready to charge headlong and non-stop toward an undefined image of success. As you became more experienced, you realize that you are trying to run a marathon at the pace of a short distance sprinter. You become aware that we need to set boundaries for sales professionals and realize the importance of pacing oneself.
Eventually, you find better balance and appreciate that slowing down actually allows you time to do more. Hopefully, you will start to ask yourself “Who are the higher potential opportunities?” Because, not all clients are equal. It is important to treat all people fairly as human beings. But when it comes to providing services that cost money to support, some clients simply aren’t the right fit. It isn’t worthwhile spending too much time with them. Who was I spending too much time serving that were unprofitable?
Perhaps you can trade small concessions like bigger discounts for less frequent visits. Or larger orders placed less often freeing you up to spend more time on bigger opportunities. In rare cases, some clients simply will not be worth spending time with at all – you might have to let them go. After all, good strategy is deciding what not to do.
In the end, only a small percentage of reps do enough of the right things, in the right balance, to be successful. Of all the lessons you will learn, the most important is understanding the value of setting boundaries. Boundaries both within the sales role and in life. Spending time on high payoff activities ensures a better chance of success. Teach yourself how to disconnect so that you can maintain a healthy personal life. This ensures you have the energy to help reach both business and personal goals.
As a sales professional, understanding the need for boundaries allows us to be true to our self.
While this article focuses on boundaries around time and client profile, we must also be in harmony with the values of the company. Also important is the integrity of the clients we choose to serve and the impact of the products or services we provide.
If we are out of alignment with our moral compass or stressed by unreasonable expectations, our boundaries will be tested and our energy will be drained. Whereas, knowing we are contributing to something better in a balanced way creates energy. Happy selling.