The DBA Of a Professional Salesperson By Todd L. Willard – President exceltrain, inc.
In today’s highly competitive sales environment, the “DBA” of a professional salesperson or “Doing Business As” (DBA) a professional salesperson can take on many aspects. The acronym “DBA” in this case refers to the following:
D = Dream B = Believe A = Achieve Let’s take a look at each to define what these mean to a professional salesperson.
The first aspect is to Dream “D”. As a professional salesperson, we all must take the time and make the concerted effort to establish those goals that we would like to achieve. Goals can be comprised of many different elements. Some common ones for professional sales individuals would be what type of income they would like to achieve, what type of car they may want to drive, look to attain a promotion, gain acceptance into the President’s Club, be the top producer for the month / quarter / year, etc. Without establishing the goals and activities needed to achieve those dreams, many times they simply will not be attained. It is also important to write those dreams and goals down on paper and consistently review them. Statistics have proven that documented goals will be attained at a 40% greater level than those not written down and documented.
The next letter in the acronym is Believe “B”. What do we mean by believe? If we have first documented and established the goals and dreams we would like to achieve, the next step is to believe that they can be attained. Many of us in today’s environment believe in God. We believe and have faith that a God exists. To believe means to have faith and know that by working smart, hard and following established and proven activity levels, we can achieve our goals and dreams. It is quite helpful when establishing the goals to ensure that they can be measured and are in fact attainable. A series of mini-goals to attain along the way can truly be an inspirational motivator. An individual who sees continual positive tracking on attaining those dreams will begin to believe and know that the goals and dreams will be reached along the way. This positive outlook has an incredible snowball effect in helping the professional salesperson “believe” he can achieve.
The last element is Achieve “A”. Now that the dreams have been established and we have the positive attitude in believing that they can be attained, the last area for consideration is, in fact, achieving those dreams. Here, it is important to understand that all goals and dreams will not be achieved at the same time. Try to scope out over the course of the year the various dreams and goals you are looking to achieve. Realize that the promotion you are moving on may only happen at a certain time of the year. If you work in a cyclical sales environment, buying or leasing that new car may come in the “high” season for sales. As a result, being able to achieve can happen over the course of many months or even years. A very important exercise to conduct would be to take about 10 minutes of your time and begin to write down those items in your life that you would consider to be accomplishments (both in business and personal) over the course of your lifetime that you have “achieved”. In the very short 10 minutes, you will be amazed at what you have already accomplished with your life. This exercise will help to inspire you to realize that what you are looking to achieve in this next year is quite possible, with all that you have already accomplished in life to date. You will also get so excited about “your list of accomplishments”, that you will very likely look to identify some additional goals you would like to achieve over the rest of your life. Ensure that you make a list of those as well.
Dream, Believe and Achieve. Sounds pretty simple doesn’t it? We all know as professional sales individuals that “doing business as” a professional salesperson is in essence quite difficult. With the difficulties and challenges also come tremendous rewards and gratification from a job well done. This article is intended to break our profession down into some simple steps and success will come our way.
Play to Win and Good Selling!
The dba of a Professional Sales Person - To learn more about this author, visit Todd Willard's Website.
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