What can salespeople learn from an ant? What knowledge can we find in its ways? Common varieties are only 1/4 to 1/8 of an inch long. What could we possibly learn from this insignificant creature of the earth?
Plenty.
Some years for us provide economic strength. Others do not. Several years may pass before this planet’s people live with greater prosperity. What does this mean for a salesperson and activity management. What does this mean for money management or goal achievement?
Salespeople work to achieve sales goals – personal goals – for income needs. Some days, weeks, and months are better than others. Like the ant, the math in our closing rates works out over time if we stay consistent in our work ethic – in our sales activities. This is where the ant’s story fits in …
The ant just continues to work. It really isn’t affected by moods or a lack of caffeine or even bank rates. Ants manage their activities as if their survival was in danger.
A wise man once said, “ Go to the ant, you sluggard; consider its ways and be wise! It has no commander, no overseer or ruler, yet it stores its provisions in summer and gathers its food at harvest.”
Ants don’t need managers. They gather food when they need to gather food. All other activities make way for harvesting the food and storing it as provisions for winter. What if we worked in that way? What % of a sales team’s weekly work hours would be spent face-to-face with a prospect or fighting to get in front of a prospect – 50 – 60 – 75%? For many sales teams, it’s 10% or less!
And, what happens when a sales team or salesperson gets ahead of goal? Many slow down. Yes. They slow down. Very few continue to work just as hard in the time remaining. Most ease up away from making additional sales and storing their extra commissions in a savings account.
So, consider the ant the next time you see sales declining or inclining … and keep on keepin on. If you think about it, with the right salespeople, sales managers are only needed to help them work smart … not to help them work. Be better. You can. Lance.