Can you become a top sales producer?
We all know who the top sales producers are. Every company has them. If you look at all the producers in your company, I’m sure they are ranked in production from top to bottom. If your company is like most, there are probably even monthly or quarterly bonuses for the top revenue earners. Sales reps often ask me if I think they have what it takes to become a top sales producer, and I always answer that question with another question.
I’ll ask you that same question right now: Can you run a marathon? You know, a 26 mile marathon race? Just listen to what your mental answer was: yes or no. Some of you may be very athletic and some of you may even be runners, so that answer may be clear. But what about you? Can you run a marathon?
When I ask that question at a sales conference, the majority say no, they can’t. They think about the effort and endurance it takes; they think about the last time they tried to run; they consider their current physical shape and often their lack of an exercise routine. Once they consider all these things, it is easy for them to admit they just can’t do it.
After I ask this question, I then surprise everyone by telling them that they absolutely CAN run a marathon if they choose to. I tell them that they all have the ability to run a marathon and that the word “can” refers to the ability to do something. And you who are reading this right now can run a marathon, in other words, you have the ability to run one if you choose to.
The reason I know you can is because of the amazing people who are competing and finishing marathons right now. There is Fauja Singh who, at 100 years old, completed the Toronto Waterfront Marathon. It took him more than eight hours, but he did it. Then there is Patrick Finney’s accomplishment. In 1998, this Texas software engineer woke up with numbness in his legs. Doctors diagnosed him with multiple sclerosis. In 2004, he couldn’t walk any longer.
But Patrick didn’t give up. He committed to getting better, and with the help of medications and physical therapy, he learned to balance again, and after two years he entered and completed a marathon. He went on to finish 50 marathons in 50 different states – the first person with multiple sclerosis to do so. These are just two of thousands of other inspiring stories.
Now let me ask you a different way: If I told you that I would give you 1 million dollars to complete my favorite marathon – the December Honolulu, HI Marathon – and I’m talking 1 million dollars cash, after taxes, do you think you could do it? I’ll bet you’d start practicing tonight, wouldn’t you!
You see, the important thing is that can is an ability. You have the ability to run a marathon, even though you may choose not to right now. But you CAN. And you can do a lot of other things as well – like become a top sales producer at your company and in your industry. But you first have to believe that you can first.
Many people limit themselves, in every area of their lives, with a “can’t do” attitude. It doesn’t matter if you’re interested or not, what is important is that you can. Once your potential and ability is properly reframed in this way, your life becomes a choice. It is okay if you choose not to do something – I am not into playing cards, but I know I “can” play championship bridge; I just haven’t learned how yet because I’m not interested in cards. But I can!
Once you recognize and acknowledge your ability – and we all have a lot more ability and potential than we are using – that’s when your life becomes an awesome opportunity. You can achieve superstar performance in sales – others have, and you have the ability to as well.
You just have to decide if you’re willing to put in the time and effort it takes.
But you can do it.