Sales is the only career in which you control your own destiny. You steer the course to your own success or failure. There is no “blame game” allowed.
If this is so, why are so many sales people out there floundering, not reaching sales goals and burning themselves out? I have a theory: it’s because they haven’t become a CEO. That’s right. I said a CEO. What I mean is they have not adopted the mentality of being a CEO of themselves. The difference between being successful in this business and failing in it is that in order to succeed you must become your own CEO.
While the other guys are whining about the economy, quotas being too high, too much paperwork and no support, the “CEOs” are doing some very different things.
They are not wasting time whining. They realize that whining doesn’t solve anything and wastes precious time out of their day. These professionals know that out of the 24 hours in a day they only have a few peak hours to get the job done. They are using their time wisely.
During the peak hours successful sales people are either on the phone getting appointments or meeting with clients and customers face to face. They allocate their time so that nothing gets in the way during peak hours.
They know their worth. They have figured out what their time is worth during peak hours. Knowing that, they don’t get dragged down with time wasters.
Successful people are well organized. They make sure they have the tools to do their job and they use them effectively. Their offices areas are organized. Their cars are organized. They have the answers they need at their fingertips.
Successful sales people know their territories. They know their competition. They know what’s happening by staying connected to their customers. They are naturals at networking. They are able to build strategic relationships. Successful sales people are not insecure. They are able to share information that could be helpful to others on their team.
Most of all, successful sales people are creative thinkers. They do not let the inevitable obstacle to get in the way of their success. They are expert problem solvers who are able work through challenges. They do not blame others.
They get results.
{ 2 comments… read them below or add one }
I love it Jill! Way to tell it like it is! The “real deals” in our Industry don’t waste time whining and complaining. They go out and get the job done!
Be careful of the whiners out there, they’re very good at distracting others from their purpose.
Hey Jill,
This is just so true! I’ve spent many years as a highly successful sales person — selling to the Australian Federal Government.
I was fortunate enough in my ‘cub’ days to have a mentor who taught me that I was the CEO of my own business and that I should manage each account as I would a business.
That was the best advice I could have been given and served me well through the years.
Well said!
Charly.
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