Tatnall Insights | Sales Performance
Footballers Practise Scoring Goals.
Do Salespeople Practise Selling?
The best salespeople do not rely on talent alone. They keep working on their craft.
Over the years I’ve worked with hundreds of salespeople.
Some were naturally talented.
Some weren’t.
Some could walk into a showroom and make everything look effortless. Others had to work much harder for the same results.
The best salespeople are rarely the ones with the most natural ability.
They are usually the ones who never stop working on their craft.
I was reminded of this recently when thinking about one of the best Sales Executives I ever worked with.
At the time he had a habit that seemed unusual.
In fact, some people thought he was overdoing it.
He Sent Video Messages Constantly
- appointment confirmations
- thank you messages
- customer updates
- follow-up messages
- renewal conversations
- vehicle arrival updates
Everything.
And remember, this was long before WhatsApp video became normal.
Long before most dealerships were using video properly.
Long before video communication became a standard part of the customer journey.
At first, people laughed.
Some thought it was unnecessary.
Some thought customers would not watch them.
But there was one thing nobody could argue with.
His desk was always busy.
His diary was always full.
And his customers always remembered him.
Success Leaves Clues
The older I get, the more I believe that success leaves clues.
When somebody consistently outperforms everyone around them, it is worth paying attention.
Not copying everything they do.
But understanding why they do it.
The salesperson I mentioned was not successful because he sent videos.
He was successful because he was constantly looking for ways to improve customer engagement.
The videos were simply the tool.
His mindset was the real advantage.
Footballers Practise Scoring Goals
Think about elite athletes.
- footballers practise finishing
- golfers practise putting
- tennis players practise serves
- boxers practise combinations
- rugby players practise kicking
Yet something strange happens in sales.
Many people stop practising.
They complete their initial training.
Learn the product.
Learn the process.
Then spend years repeating exactly the same habits.
Better Results Need Better Habits
We often expect better results without improving the skills that create those results.
What Do Great Salespeople Practise?
The best salespeople I have worked with practise things most people overlook.
- asking better questions
- listening properly
- handling objections
- physical demonstrations
- follow-up conversations
- customer communication
- product knowledge
- appointment setting
- video messages
- prospecting
They understand that small improvements repeated consistently create big results over time.
Nobody suddenly becomes a top performer overnight.
The Best Salespeople Are Curious
One of the common traits I have noticed among high performers is curiosity.
- How can I improve?
- What could I do differently?
- What are other successful people doing?
- How can I create a better customer experience?
Average performers often look for shortcuts.
High performers look for improvement.
The Industry Has Changed
Customers have changed.
Technology has changed.
The sales process continues to evolve.
Yet one thing remains exactly the same.
People still buy from people.
And the people who consistently stand out are the ones who continue developing their skills.
Not because they have to.
Because they choose to.
What Are You Practising?
When I look back at some of the best salespeople I’ve worked with, very few were the loudest.
Very few were the most naturally gifted.
Most simply worked harder on themselves than everybody else.
They treated sales as a profession.
A craft.
Something worth developing.
Showroom To Signature
Practical sales insight, physical demonstration, customer communication and automotive retail training.
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