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Staying Naïve

Written by: Marshall W. Northcott

Article Overview: There something to be said for remaining naive. Why is it that rookies who are green and don't know any better can often outsell seasoned veterans? In many ways, mentally staying naive has it's benefits.

Staying Naïve

Remember when you started in your sales career (or any other position)? You were excited to have an opportunity. Maybe even a bit nervous, hoping those butterflies in your stomach would fly in formation. You wanted to do your best and to impress others. You were open to learning new things. You enjoyed having someone give you attention and guidance. You worked with people who loved having you around because they could feed off your energy. There is something positive to be said about those times.

I have witnessed naïve sales representatives outperform and outsell seasoned veterans. They just don't know any differently. Their energy level and enthusiasm makes up for their lack of knowledge and experience. People who stay naïve don't take things for granted and they are always looking for the next lesson. Life tends to be more fun and things appear to come easier.

I'm not suggesting that people should remain this way forever, but sometimes it is a good idea to reflect back to those times and to put things into perspective. Naïve people learn more in less time and don't question what they are being told. They have a greater respect for authority figures and apply newly learned knowledge quickly because they are excited to test out new ideas. They are more appreciative for training and any help that is provided to them by their co-workers.

Then the inevitable happens. Some well-meaning coworker pulls them aside to set a few things straight. They consider it their civic duty to fill someone in on all the things that are wrong with the company, the management, the product, the compensation plan and/or the customers. Typically this individual is satisfied with the status quo but dissatisfied with his or her own existence.

You are headed down a different road brother; they know it and they resent you for it. They will appear to be concerned with your well-being but that is the furthest thing from the truth. The fact is, if you keep up your pace, you will make them look real bad. These people lack passion, drive or desire and see fit to tie boat anchors to other unsuspecting individuals.

What was it that consumed you? Every company has office politics. Whenever you have two or more people you automatically have different perspectives, opinions and agendas. Unless the leader of the organization is able to maintain control and keep the corporate focus on the big picture, people will soon be pushed and pulled in all directions. Did life's challenges and disappointments make you a cynic? Now you have trouble believing in something or getting committed because life has kicked you down. Are you skeptical about pretty much everything? It all sounds too good to be true.

If none of this has happened to you, beware it can and most likely will! Once you think you know it all, you are dead. Remain naïve as long as you can; sophistication will come soon enough.

"All things being equal, the simplest explanation has to be right - Occam's Razor

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Article Tags: brother, butterflies in your stomach, civic duty, co workers, compensation plan, coworker, different road, energy level, existence, fly, guidance, lack of knowledge, nbsp, perspective, respect for authority, sales career, sales representatives, ve don, well meaning



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