Sales can be a grind, we all know it. Even though it’s a grind, at the end of the day, it could be worth it.
Regardless on the role that you hold in the company, you should know how to sell and every entrepreneur must know how to sell. It’s the bread and butter to business and it’s the skill that will last centuries regardless on the evolvement of technology.
But…have you thought about what some of the top sales leaders and entrepreneurs do different than others? We’ve all probably heard about Tim Ferriss and his morning routines or other successful entrepreneurs and their morning routines, but how about people in the sales place? How about those hustlers out there?
In this article, I’ll share with you what some of the top sales leaders do in the morning! Hopefully you can incorporate some of their routine in your process and close more deals!
Looking for qualified and targeted sales leads that close 20% more than other lead generation companies? Check out GrowthOK
Alisa Blanchard — VP Business Development at Arya Esha Fine Jewelry
My first routine is to focus on sending out emails to clients; I make it a point to not respond to my inbox until I first get my sending out of the way.
We are an image-driven business, so email lends itself very well as one of the touch points for sales. I first send out emails to our existing list of customers who have purchased from us in the last one month.
I ask them how they liked their piece and if there is anything I can do. I also attach our latest pieces or collections to the email for them to peruse. The second set of emails I send is to folks who were almost our customers but somehow we couldn’t close the sale.
I send each of them specific emails about changes in pieces (i.e. drop in price, availability in a different finish) or alternative related pieces and then ask for an appointment to speak. Finally, the last type of emails I send out are “cold” emails to new prospects we met at jewelry shows etc.
I find that sending out business development emails in the morning are low impact tasks yet they are an important initial step in making and closing a sale.
Andrew Thompson — Founder of Peak Performance
The best morning routines begin the night before. Developing a list of objectives helps get the morning off to a fast, organized and objective achieving start.
But not just any objective list — it must contain two additional characteristics to avoid stagnation. First, out of list of ten to-do items, you must select three top three prioritized items that must be accomplished that day. This separate list is called you “success list”. Second, from your “success list”, you select one item that is the most important overall. This item is called your “keystone”.
You begin your day with your “keystone”, then move to your “success list” and afterwards finish with your “to-do” list. Prioritizing your lists in this fashion will eliminate stagnation and in as little as 30 days can produce life changing results.
Shawn Rhodes — VP of Business Development at Shoshin Consulting (Fortune 100 consulting firm)
if you wait for the morning, it’s already too late.
The best performers actually start planning before leaving work the day prior. They check the tasks and calls they have lined up the next day, complete any research, and stage their notes. That way, they can sleep well and show up for work ready to go.
If there are any morning routines, they’re more for energy and mindset. Pulling together your plan at 8am means your competitors already have a head start on you.
Peter Yang — Founder of ResumeGo
There are two things I do every morning after I get out of bed:
1) I take 4 brain-boosting supplements: ashwaghandha, ginkgo biloba, vacha, and brahmi. These herbs do a great job of boosting my creativity and productivity. I’ve tried many many different herbs over the years to try to supercharge my mind, and have found that these 4 work the best for me.
2) I practice 30 minutes of Vipassana meditation. This really helps me relax and become present to the moment. Getting rid of all the negative intrusive thoughts in my head helps me focus on whatever I have to do for the day.
Michael Cirelli — Top 1% Financial Rep Ranked by Linkedin
My morning routine actually starts the night before, that’s because I’m getting all of my clothes together for work the next day as well as making sure all of my clothes for the gym are clean and readily available so that I can be up and out of the house within 15 minutes.
I wake up every day at 5:45am (some days 5am depending how early my meetings begin) and take 3–4 minutes alone in my room to review my daily goals, my overall long-term goals and then think deeply on any meetings or events I have that day.
I then head downstairs and drink a 32-ounce glass of water — I really believe that this is quite possibly my most important morning routine. It hydrates me and really aids in waking me up.
After that it is off to the gym where I begin with 20–25 minutes of cardio typically a 2.5 to 3 mile run which is immediately followed by 45–50 minutes of weight training. I aim to be in the gym no longer than 75–80 minutes.
Unlike others, my routine does not consist of any coffee, food or any other energy source besides that early glass of water. In fact, my first meal of the day typically is not eaten until 1:30–2:00pm.
Danielle Kunkle, Vice President Sales — Boomer Benefits
The#1 thing that has been SO helpful for me is that I use my drive time to listen to marketing/business/sales podcasts. That 30 minute commute is the most educational and inspirational habit that I have ever started. Sometimes I bursting with ideas by the time I get to the office. There is no question that it has increased our revenue because I regularly implement the things I’m learning. I highly encourage any sales director or business executive/owner like myself to research a few business-related podcasts that interest you and then subscribe and listen on your commute. The things I have learned there are directly responsible for why we now have 30,000 social media fans.
Second, as an entrepreneur, I am always working late.. I’ve also been into Fitness and for years I would go to the gym after work. I found that I wasn’t getting home until 8pm or 9pm and I had trouble sleeping, or I would skip my workouts too often because I was at the office too late. I dreaded a morning workout but I finally tried it. I made the switch to a 6am personal training session, and I have been surprised at the results. I’ve lost weight, I sleep better and I never miss a workout. My head is clearer. I don’t know why I was so resistant to the idea for so many years.
Daniel Nyiri, Best-Selling Author and CEO of 4U Fitness
My morning ritual is so essential to the success of my life and it starts with getting up every morning at 4:45 AM.
First I go over my goals for the day, week, month, year, and life. I write them down every single upon waking morning and again at night before bed. After reviewing my schedule for the day, next up is 2 hours of reading. No matter what!
By the end of those two hours you can bet the wheels have been turning so essentially, the first half of the day I do all my critical thinking and problem solving. This includes coming up with new innovations and ideas. Without these steps I don’t move forward with my day!
Around 11 AM, I check my email inbox and respond to the time-sensitive emails first. I’ve had some espresso but my first meal isn’t usually until 1 pm since I practice fasting daily. However, on Monday’s I do a complete fast with no food whatsoever and this is strictly to get ahead of the competition.. I stop eating Sunday at 8 pm and won’t eat till Tuesday at 12 pm after my workout. This allows me to be laser-focused on work and getting ahead! I can honestly say these hyper-productive days have allowed for our +400% growth year over year.
David Arkow — Director of Sales at TrustPilot
Our team uses the first 10 minutes of every day to confirm all meetings on the calendar. The folks we are speaking to are busy and often things come up unexpectedly; it’s critical to confirm the day ahead.
Once confirmed, it’s time to set a game plan for each call. We call it the four box drill. We anticipate the feedback our prospects will have and assign the feedback into four categories. The boxes could be pricing, resources, timing, competition, etc. By defining those options in advance, our sales team can be more prepared to address questions/concerns from our prospects.
Anthony Johnson — Business Development At BlueBoard
I’ve recently begun to incorporate exercise into my morning routine, joining a gym near the office with a variety of exercise classes and equipment options. I’ve found alternating cardio and morning yoga classes throughout the week helps me achieve energy while also making time for balance and clarity. Getting up early has also made for a less hectic commute with fewer people sharing my morning bus, guaranteeing me a seat which also allows for a quick cleanse of the email inbox before arriving at the gym. Once I get to work, I’ve become a big fan of sipping on yerba mate tea as an alternative to coffee, really popular across our team at Blueboard, giving you a more consistent energy buzz then the quick rise and fall of typical black coffee.
Brendnan Jacobson- Founder At Netgain Technologies
1. Follow a routine:
a. Do the same thing every day; routine is very important to success.
2. Plan your workday:
a. Get to work at 7 AM and plan your day: who you are going to call, what you are going to say, etc.
b. Complete your planning before 8 AM, so you can be more efficient from 8 AM — 5 PM.
3. Eight before eight:
a. Make eight phone calls before 8 AM, so you have a higher chance of reaching the decision maker. Most assistants are not at work until 8 AM. Start making phone calls and do not procrastinate.
4. Do not waste time on emails:
a. Do not fall into the email trap every morning and waste hours reading and replying to email.
5. Eat a good breakfast every morning:
a. Breakfast is the key meal of the day and can set you up for success.
6. Keep a positive mentality:
a. Wake up every morning and say “today is going to be a great day”!
John Pope — CEO of Jive Communications
The best morning routine is premeditated and starts early. You always hear that the early bird gets the worm, but it’s not until you enter the workforce and really start applying yourself that you see this in full effect. I generally always go to bed with a plan for the upcoming day, otherwise it is easy to become disorganized and scrambled, and it will become impossible to get to everything you want to accomplish. Your plan every day will change, but your morning routine doesn’t have to. I’ve found that the best way to start your day is with a workout. This wakes me up and gets my body pumped and ready for the day. It can also help you avoid the afternoon jitters. Then, no matter how early it is, I shower, eat breakfast, respond to high priority emails and messages, and check the daily news before heading out. I’ve found that starting my day off with a high energy activity–whether it’s for 20 minutes or an hour and 20–keeps me productive and alert and ready to tackle the day.
Dainon Haggard — Enterprise Account Sales at Workfront
Dainon believes that daily routines are crucial to succes. He has found it important to leverage technology in all aspects of his routine. As a father of six young children, it helps him accomplish more than his time allows. But in order for hi routine to work, it requires proactive planning, insight into sales goals and quotas, as well as clean data.
1. DiscoverOrg — helps find Prospects’ phone, email, and address based on company size, department, location, and budget. Dainon has created daily email alerts based on sales territories for any activity at his target companies. This helps Dainon see the big picture and determine purchasing probability.
2. LinkedIn Sales Navigator — this tool provides a lot of the same insights that DiscoverOrg provides, but with more personalized information. This helps Dainon personalize outreach, and capture the attention of prospects.
As far as a daily routine goes, Dainon starts his morning by reviewing all the information that has been provided through his various email trigger campaigns. Artificial intelligence if you will. This routine allows him to to determine who to reach out to that day with a personalized email, phone call or FedEx package.
All of these activities are sprinkled throughout Dainon’s day. He set aside time for prospecting, social marketing, lead nurturing, opportunity development and business closing activities. If any of these activities are neglected during the week, then pipelines down the road will be negatively impacted.
Looking for qualified and targeted sales leads that close 20% more than other lead generation companies? Check out GrowthOK
Keith Duncan- Business Development At FavorDelivery
My goal every morning is to get out of bed by 6am so I don’t feel rushed and have plenty of time to complete my morning routine. First thing, I do every morning is chug two large glasses of water with lemon. It’s great to start the day hydrated and refreshed. Next, I get at least a 30 minute work out in (I’m a big fan of the apps SWORKIT and Yoga Studio) and then try to get in 15 minutes of meditation with the app, Headspace. Then it’s on to a quick shower and breakfast.
I am a massive creature of habit when it comes to breakfast, which usually includes two eggs over easy, half of an avocado, a grapefruit, and a larger coffee with ghee butter. I try to get this all done before my son, Jack, a 17 month toddler gets up as I like to spend a good 45 minutes to an hour with him before I head out to work and also squeeze in some playtime and a walk with our French Bulldog.
At work, I tackle my hardest or important tasks of the day first. This makes you feel productive out of the gate, sets the tone for the day and puts you in the right mindset.
Cristian Rennella CEO & CoFounder of MejorTrato
We have 9 years of experience in online entrepreneurship in South America, where we have developed the biggest education company, now with 34 employees and more than with 21.500.000 users internationally in Brazil, Argentina, Chile, Mexico and Colombia. I am thinking about sharing what we have learned working on the Internet through all these years.
During the first 3 years I personally made each of our company’s sales. And the next 4 years I was the vice president of business development.
After trying all kinds of strategies early in the morning to be more productive in sales (and despite several failed attempts), it was in 2014 that I came to the conclusion that the most productive routine is meditation.
All our team, individually, performs 15 minutes of meditation per day before using the computer or phone to start selling.
The goal is to be able to focus on the moment, that we should not think about what happened yesterday or what will happen tomorrow. That the only thing we control is the now and the sales that we are about to make today.
At the end of this process, each salesperson sets his goal for the day and begins to work towards it.
This simple mechanism has generated spectacular results, increasing our sales by 204% a year in the last 5 consecutive years.
David Mercer — Founder at SMEPals
Here’s what I do each morning:
“Monitor the sales of competing products in order to learn what marketing and promotions work for them.”
Amazon is vitally important as a source of sales and marketing research, insight and data for all sales industry jobs (not just the ones using Amazon as a sales platform). I monitor the sales and price performance of competing products (sold on Amazon), receive alerts when those products experience changes in pricing and sales, using an hourly sales and price tracker.
This helps us learn about the marketing and promotions that other companies/brands/products are using to drive their own sales. In this way they can identify and focus on marketing strategies that are proven to work.
Having sales and price data for any product sold via Amazon also has a knock on benefit for marketing purposes. Imagine being able to share a chart that shows how your own product is outselling the competition. It’s fantastic, visually compelling data driven proof of success that can easily be shared via social media, and is a low cost, high return marketing strategy that an eCommerce business can utilize.
Hope this article sparked some motivation for all my hustlers out there! Looking for qualified and targeted sales leads that close 20% more than other lead generation companies? Check out GrowthOK