For many high-performing salespeople, winning is everything! Coming out on top is always the goal and there are no points for second place. They are laser focused on the prize and the title. They keep score, they know where they stand, they feel the deep agony of defeat, and they know the incredible high that comes with each and every victory.
For this highly competitive kind of salesperson, winning is like drinking a Red Bull—it gives them a piercing jolt of energy that pumps their adrenaline and fuels their performance. To clarify, I should note that this focus on winning does not mean they have a “win at all costs” mentality. That is something entirely different.
How do these highly competitive salespeople deal with a complex sales environment and those long sales cycles?
Closing a deal is a definitive win, but in many businesses there isn’t the opportunity to score like that every day, sometimes not even every week. So competitive salespeople find other ways to keep score, other ways to ensure they are consistently winning. Finding ways to measure and document little wins and incremental progress is critical to keep the competitive type of salesperson engaged and moving the sale forward. Bringing a prospect from just-a-lead to done-deal can be a very lengthy journey, requiring discipline, focus, integrity, responsiveness, expertise, commitment, collaboration, and consistent thoughtful engagement. Real-world factors beyond the salesperson’s control often lengthen the sales cycle; finding ways to stay motivated can spell the difference between success and failure.
Here are three areas in which highly competitive salespeople find ways to win during a long sales cycle:
1. They set specific goals for each and every interaction with their prospect.