When you look at high achievers in any field, you’ll probably find they adhere to some particular routines. Elite athletes, for example, may follow a strict exercise regimen or eat specific foods that help them perform their best. The most successful salespeople are no different. Those at the top of their game follow some daily habits that help them stay focused and crush their goals.

Marc Wayshak, a sales strategist and founder of Sales Insights Labs, has outlined some of these superstar sales habits. We discuss his thoughts in this issue of Promotional Consultant Today.

Focus on money-making activities. Highly successful salespeople don’t get bogged down with tasks unrelated to sales. They outsource and streamline what they can. For example, instead of going back and forth with prospects trying to book a call, they automate the process with tools like Calendly. Wayshak says that removing all the non-sales activities from your day is the first key to building high-performance habits. Sticking to this commitment will make you more money, plain and simple, he says.

Say “yes” selectively. Most salespeople want to say “yes” and make people happy. However, every time you say “yes,” you’re giving people your valuable time. The most successful sales professionals have learned to be highly selective in saying “yes.” If you want to please everyone who asks something of you, break this habit, recommends Wayshak. Guard your time and say “no” more often.

Use tech to leverage your time. In addition to streamlining your calendar, you can also use tech tools with your emails. Wayshak points out that for every email you send, you can either manually type it or you can leverage cold email automation with high levels of personalization. Another example is using a power dialer instead of manually dialing each call. This technology allows you to make up to 90 dials an hour, he adds.

Make calls early in the day. According to Wayshak, most sales professionals start calling about 10 am. However, this is when everyone else is beginning their calls. If you start at the same time as everyone else, you’re just going to blend in. That’s why he suggests making calls when you first arrive at the office or start your day. It shows a strong mental game to get started right away, Wayshak says, and your high-level prospects are typically less busy at 7 am than at 10 am.

Always ask for introductions. Wayshak points out that introductions are among the best ways to meet prospects. When you work with a happy client, ask that client for an introduction to other potential customers. Making it a daily habit to ask for introductions can help you get more high-quality leads and ultimately close more sales.

Even small habits matter. From starting your day earlier to asking for more introductions, there are many actions you can take that can help you improve as a sales professional. Experts say it can take anywhere from 21 to 30 days to form a new habit, and it may take two months or longer for that habit to stick. Consider challenging yourself to form one of the habits above and see where it takes you this year.

Compiled by Audrey Sellers

Source: Marc Wayshak is a sales strategist and founder of Sales Insights Lab. He is also the author of three bestselling books.