The 10 Sales Commandments

Management wants salespeople to close as many deals as possible. And usually, management has created a process and rules that their salespeople need to follow.

But salespeople themselves have some fundamental rules they need to follow if they want to be successful. Technology like Spiro’s proactive relationship management platform can help you make more money and make the sales process more enjoyable, but the ironclad rules of sales remain the same.

Here are the Ten Sales Commandments:

I. Thou shalt listen more than thou speaketh

This commandment is essential for long-term sales success. Listening is the most important skill any salesperson can learn. Violate this commandment at your own peril.

II. Thou shalt not let thy leads go uncalled

Research indicates that up to 50% of sales go to the vendor that responds first, which is why you should never let your leads linger. And if you’ve already called them once, obey this commandment and call them again.

III. Thou shalt not forget thy customer’s name

Sales reps sometimes make the mistake of forgetting who they are talking to, which can be uncomfortable when you need to call the customer by their name. When you first talk to someone, write their name down or say it over and over in your head a few times to remember.

IV. Remember thy CRM, to keep it updated (unless you already use Spiro)

Feeding the CRM beast has never been something that salespeople enjoy doing, but it’s a requirement of the job. Thankfully Spiro, your personal sales assistant can keep track of your calls and actions for you, so you can spend your time selling.

V. Honor thy promises to thy customer

If you’ve quoted a price to a customer, or committed to delivering something by a certain date, you need to do everything in your power to get it done. Salespeople live or die by their word, and must earn the customer’s trust every single day.

VI. Thou shalt not kill thy sales manager

The sales manager expects a lot out of you, and it’s their job to help you hit your sales goals. Yes, some of them can be tough, and some of them you might not get along with, but dealing with them is part of the job.

VII. Thou shalt overcome objections without losing thy step

Expert salespeople don’t see objections as roadblocks at all, they see them as stepping stones that get you closer to closing the deal. Overcome objections with confidence as this commandment instructs you to.

VIII. Thou shalt not steal thy coworker’s clients

Sales is a rough business to begin with, and salespeople shouldn’t have to worry about their own coworkers running off with their clients. Unfortunately it does happen, but it’s in violation of this sales commandment.

IX. Thou shalt not covet thy neighbor’s comp plan

Complaining about the comp plan is almost a rite of passage for salespeople. But your company’s commission structure is probably beyond your control, so you need to accept it or, if you’re truly underpaid, find a better employer.

X. Thou shalt always be closing

This commandment should be etched in stone on a tablet on your desk. All of the prospecting in the world won’t get you anywhere if you don’t close the customer. There are many ways to do this, but if you violate this commandment, you won’t last in sales.