Being in sales is kind of like being a professional football player…
In football, each result can either be celebrated (or not) for a very short time. If you win the game, you get about a day to enjoy the victory, and then it’s on to the next game where you need to win and prove yourself all over again.
Same in sales. Each month you shoot for a victory (making your numbers), and, if you hit them – great….for about a day. Because suddenly it’s a new month, and you have a new quota. What you did last month (or last game, if it’s football), doesn’t matter this month (or this week).
You may have been the top producer last month, a hero, but now you’re at zero again.
Years ago when I was struggling, this used to wear me out. Each month I’d barely do enough to keep my job – like a team going 8-8 – and then I’d be at zero again and have to climb back up the hill.
What happened for me – and what I wish for everyone that I work with – is that I made a commitment one day to get out of this constant struggle and learn how to perform like the top producers in my company.
Each month, the same three reps would win all the awards for being the top producers, and each time the new month would begin, they would already have deals on the board. Everyone in the company expected them to win, and win they did.
Kind of like the New England Patriots…
So if you are sick and tired of acting like Sisyphus (look it up if you don’t remember your Greek mythology), then make a commitment this year to do the things that other top producers do.
And that is really what it starts with: A commitment. The question you have to ask yourself this January is: Are you ready to do what it takes to finally change your career and your life?
I love what Bear Bryant (football coach) once said: “It’s not the will to win that matters – everyone has that. It’s the will to prepare to win that matters.”
If you are willing to do the prep work it takes to succeed, then you can change your career.
If you’re not sure what (“prep work”) means, then pick up a copy of my book: Power Phone Scripts. In it, I list the “Ten Characteristics of Top Sales Performers.” Read that first section and commit to doing that work.
If you do, then soon you’ll find the fastest way to go from Zero back to Hero again – month after month!
And wouldn’t that make your 2018 better?