Two weeks ago, in Billboard Insider, we launched this three-part series on Overcoming Prospecting Mistakes by addressing key mental and attitude errors that can hinder success.
At the heart of our Success Triangle—a core principle of OOH Sales Mastery—are three fundamental pillars: Attitude, Behavior, and Technique. Long-term success comes from mastering all three components and ensuring they work in alignment.
This week, we focus on the Behavior aspect of the triangle and the common pitfalls that can derail OOH sales professionals.
Mistake #1: Poor Schedule Orientation
Highly effective OOH salespeople follow structured schedules to optimize their productivity. One of the best time-management strategies is time blocking, which allows you to allocate dedicated periods for essential tasks. Just as you wouldn’t cancel a meeting with a top client, you shouldn’t allow distractions to interfere with your scheduled prospecting time.
A lack of schedule orientation often stems from poor discipline or focus. To overcome this, treat your prospecting sessions with the same level of importance as a high-stakes client meeting. By fully committing to your blocked-out time, you increase efficiency and drive greater success.
Mistake #2: Lack of a Clear Goal for Prospect Conversations
Many prospect meetings fail to generate meaningful progress simply because they lack a clear purpose. When engaging with a potential client, it’s essential to define specific goals and outcomes that move the conversation forward.
While building rapport and developing relationships are valuable, they shouldn’t be the sole focus of your meeting. Each conversation should follow a structured agenda with a defined next step—whether that’s scheduling a follow-up discussion or determining that there’s no mutual fit. By staying intentional, you create momentum and increase conversion rates.
Mistake #3: Neglecting First-Time Appointments
In OOH sales, it can be tempting to focus on existing clients rather than pursuing new business. And in fact, there is often significant revenue potential being left untapped in existing clients. It is a good strategy. However, prioritizing new prospect meetings is critical for sustained growth. Without a steady influx of first-time appointments, your sales pipeline can stagnate, limiting future opportunities.
Seeking out new prospects doesn’t just expand your book of business—it also generates referrals, uncovers market insights, and strengthens your overall sales strategy. By consistently scheduling and prioritizing first-time meetings, you position yourself for ongoing success by continuing to expand the number of clients you do business with.
The Key to Behavioral Success in Sales
Sales success isn’t just about working hard—it’s about working smart. By refining your behaviors and eliminating common mistakes, you can maximize your effectiveness and achieve sustainable growth.
Commit to maintaining a disciplined schedule, ensuring every prospect conversation has a clear objective, and prioritizing first-time meetings. These behavior-driven habits will help you unlock new opportunities and set you apart as a top-performing OOH sales professional.
Stay tuned for the final part of this series, where we’ll explore mistakes related to the Technique leg of the Success Triangle!
Need help with sales skills or coaching to take your out of home company to the next level. Learn more about OOH Sales Mastery at oohmastery.com or Contact Dan Nausley at dan.nausley@sandler.com, 423.702.5579.
Lisa & Dan Nausley and Reggie Piercy of Sandler Chattanooga have developed the OOH Sales Mastery Program after more than a decade of training/coaching thousands of OOH Operators across the country in sales, leadership, and executive coaching
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