3 tips for sales pros to think more like farmers!

When we talk about careers, we sometimes bring up our cultural backgrounds. For instance, we might ask each other, "What field do you specialize in?" We also use phrases like "data harvesting" and creating "farm lists" for targeted prospecting.

It is commonly understood that neglecting a crop will result in poor yield. Similarly, we comprehend outside factors might still cause a poor yield, even when we have done our parts.

Sound a bit like sales?

Let's set you up for success. It's time to take a step back and think more like farmers when it comes to sales. Instead of rushing through your process and expecting immediate results, consider the entire cycle – from cultivation and planting to irrigation, letting the sun and time do their work, and harvesting the crop when ready. Skipping steps can be detrimental to your success as a salesperson, as it can break the cycle and you won’t be able to reap the rewards of your efforts.

Here are 3 "thinking like a farmer" tips to help you create longer-term success in sales:

1. Identify Your Field: Salespeople should take the time to identify their “field” - the markets, products, target audiences, and other factors that will help them achieve their goals. This requires research and analysis to understand your current landscapes and develop strategies that will produce results over time. Avoid betting the farm on a single strategy - successful farmers rotate crops and have multiple harvests throughout the year. As they are harvesting one crop they are preparing and planting for another.

2. Cultivate Your Field: Once you have identified your “field”, it is important to cultivate it strategically. This can include building relationships with clients and partners, refining your sales process, developing product knowledge, and promoting yourself or your business. You are going to have to experiment through trial and error, and pivot when conditions change, all with the intent of cultivating a successful crop of business.

3. Harvest the Crops: Finally, the fun. When the time is right and all of the necessary steps have been taken, it is time to harvest your crops. This can include closing deals with customers, generating leads, and achieving desired outcomes that result in success for both you and your clients.

By taking the time to think more like a farmer when it comes to sales, you are sure to achieve greater results over time. A little bit of patience and a lot of hard work will ensure that you not only cultivate your “field” but also reap the rewards when it is time to harvest. Happy selling!

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