A few things have happened recently that got me thinking about something very serious, something that could make a huge difference to your sales results and your sales performance...

Last week I went out for a meal with some friends and one of them had brought along someone whom I had not met before. This person was in IT sales. They were in their mid to late twenties and had been doing it for about 3 years. Judging by their conversation, description of their job and a few other factors I guessed they were doing ok... comfortable in their job but no sales superstar.

He had no idea that I was into sales training or was a sales motivational speaker and during the meal we talked about various things but towards the end of the meal this chap (let's call him Pete) mentioned that he was a bit bored of his job. He is finding it "so so". He explained that he has to keep doing the same things over and over.

Every day he goes in at about the same time. Every day he sets off for work at about 730am! Every day he makes the same kind of sales calls to new and existing prospects and clients. Every day he structures his calls the same way and handles challenges with the same lines. Every day he sends out similar marketing and sales emails and information. Every day he updates his prospect database. Every day he researches the internet. Every day he has the same sales conversations about the same products, the same services and the same solutions.

Every week he attends sales meetings which apparently are always run by his sales manager and are all nearly the same. Every week he creates similar targets with similar customers. Every week his manager runs similar mini sales training sessions. Every week he goes to see similar customers, with similar challenges, similar needs and wants and similar objections.

He is getting bored.

* Pete has a job - field sales. * He has a car - a small BMW. * He's getting a salary and commission - I'd guess £30k + £20k + car (tops). * His sales performance and results are ok. * As far as I am aware his job is secure!

But there's something not right here. Something not right here, at all. Pete's sales performance and results should be sky rocketing. He should be on his way to £100k+ and promotion but he's not...

The problem is that Pete has Sales Repetetits! He gets tired and bored of things that he has to repeat many times over.

In my experience many salespeople have Repetitis. Salespeople with Repetitis get bored and moan about having to repeat the same tasks over and over. This in turn leads to lack of motivation and causes them to lose focus and to start to go through the motions. This in turn will impact their sales performance and results. Salespeople going through the motions do not make successful salespeople. Salespeople going through the motions will gradually lose their edge and become less effective. Salespeople going through the motions will not make great cold calls, nor will they run strong sales meetings nor make powerful presentations.

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