Sales Success Tip-You Can Have It, But...
Sales Success Tip-You Can Have It, But...
Over the weekend, I ran into an old colleague of mine. I used to work with him several years ago when I was in the corporate sales world. He was always moderately successful financially. But he always worked his behind off. Much harder than me, I must admit. My discussion with him on Saturday told me that not much had changed.
Knowing that I am now a sales coach, he asked me if I had any advice. Well, hopefully everyone reading this knows you have to start with questions before you can give any answers! So, I asked him, "What specifically are your problems as you see them?" "Well," he said, "I'm working 70 hours a week, I have more to do than I feel I can get accomplished and I just can't seem to get past the income level I've been on for the past few years." So, I asked another question, "Exactly what are your financial goals?" He answered, " I don't know, maybe $75,000." Wow. this kind of an answer always puzzles me. So I asked another question, "Why only $75,000?" Why would you not want to make twice that?" "That would be wonderful! But I would really satisfied if I could just get to $75,000. I just think $150,000 would be too hard." As I began to talk with him about how he could actually get there and work less than he is now, he lost interest. He had already made up his mind that he wasn't prepared to do what it took to get to that level regardless of what I said. I actually ended the conversation by saying, "Look, I would really like to help you. I have always thought that you had potential. But I have to tell you, I'm not interested in working with someone who strives only for mediocrity. I work with winners. Those who have a passion for more. And not just a little more. If you ever decide that you really want success, to excel, to reach your true potential then give me a call." I gave him my card and with that I ended the conversation.
Now, that may sound harsh to you but I am an unreasonable friend. I expect more and generally I get it. Maybe it was a bit harsh, but my goal was to get him to reconsider his less than lofty goals. Maybe he will, maybe he won't. But one thing I know for sure...if I had given him a few tips for improvement, a few tips that would have put an extra $5000 or $10,000 in his pocket over the next year, that would have been as far as he would ever go. At least this way, he has a chance to wake up and realize that he is not only short changing himself, but everyone around him, including his family.
Everyone has greatness within them. Everyone. Yet so few nurture it and bring it forth. You must be willing to set your goals high, to push yourself, to work at greatness. It rarely falls in your lap. But, one thing I have found is that it is actually much easier to achieve true success than it is to spend your life mired in mediocrity, or worse yet struggling just to pay the bills. And there's one more thin you should know, success is a lot more FUN!
It can be yours, but you must take action. You must examine your true goals, then take whatever steps are necessary to learn how to reach them. It's really as simple as that.
Sales Success TipYou Can Have It But - To learn more about this author, visit Greg Beverly's Website.
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I have to admit, I just don't get it. I don't understand why anyone would be willing to pass up the opportunity for real success. Yet they do it everyday. And not just a few but the vast majority. Think about it. How many people do you know who are truly successful? I don't mean earning $50,000 a year, being able to pay the bills and then have a little left over at the end of the month. How many people do you know who are making 5 or even 10 times that? My guess is very few, because there are not alot of them. And I know why. Let me tell you a story that is repeated all too often that will illustrate my point.
Over the weekend, I ran into an old colleague of mine. I used to work with him several years ago when I was in the corporate sales world. He was always moderately successful financially. But he always worked his behind off. Much harder than me, I must admit. My discussion with him on Saturday told me that not much had changed.
Knowing that I am now a sales coach, he asked me if I had any advice. Well, hopefully everyone reading this knows you have to start with questions before you can give any answers! So, I asked him, "What specifically are your problems as you see them?" "Well," he said, "I'm working 70 hours a week, I have more to do than I feel I can get accomplished and I just can't seem to get past the income level I've been on for the past few years." So, I asked another question, "Exactly what are your financial goals?" He answered, " I don't know, maybe $75,000." Wow. this kind of an answer always puzzles me. So I asked another question, "Why only $75,000?" Why would you not want to make twice that?" "That would be wonderful! But I would really satisfied if I could just get to $75,000. I just think $150,000 would be too hard." As I began to talk with him about how he could actually get there and work less than he is now, he lost interest. He had already made up his mind that he wasn't prepared to do what it took to get to that level regardless of what I said. I actually ended the conversation by saying, "Look, I would really like to help you. I have always thought that you had potential. But I have to tell you, I'm not interested in working with someone who strives only for mediocrity. I work with winners. Those who have a passion for more. And not just a little more. If you ever decide that you really want success, to excel, to reach your true potential then give me a call." I gave him my card and with that I ended the conversation.
Now, that may sound harsh to you but I am an unreasonable friend. I expect more and generally I get it. Maybe it was a bit harsh, but my goal was to get him to reconsider his less than lofty goals. Maybe he will, maybe he won't. But one thing I know for sure...if I had given him a few tips for improvement, a few tips that would have put an extra $5000 or $10,000 in his pocket over the next year, that would have been as far as he would ever go. At least this way, he has a chance to wake up and realize that he is not only short changing himself, but everyone around him, including his family.
Everyone has greatness within them. Everyone. Yet so few nurture it and bring it forth. You must be willing to set your goals high, to push yourself, to work at greatness. It rarely falls in your lap. But, one thing I have found is that it is actually much easier to achieve true success than it is to spend your life mired in mediocrity, or worse yet struggling just to pay the bills. And there's one more thin you should know, success is a lot more FUN!
It can be yours, but you must take action. You must examine your true goals, then take whatever steps are necessary to learn how to reach them. It's really as simple as that.
Sales Success TipYou Can Have It But - To learn more about this author, visit Greg Beverly's Website.
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Leanne Hoagland-SmithAre your sales where you want them to be? Will you be one of the few who achieves sales or business success or one of the many who have failed to change? Are you tired of being told you are like everyone else? Then you may find my first book on sales of interest. Be the Red Jacket in the Sea of Gray Suits, The Keys to Unlocking Sales available at Amazon or at http://www.processspecialist.com/red-jacket.htm. This book is a reflection of my no-nonsense approach to improving sales to overall business results. If you are truly committed to making sustainable changes, then I can help you secure a positive return on your investment because I focus on executable solutions not telling you the problems you already know you have. From training to corporate (group) coaching to executive one on one coaching, my approach is to assess, create awareness, build a goal driven action plan and then execute. The bottom line question is "Not do you or your employees know it, but do you or they want to do it?" Please call for a free strategy session at 219.759.5601. - Visit Leanne Hoagland-Smith's Website |
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Linda RichardsonLinda Richardson is the Founder and Executive Chairwoman of Richardson, a global sales training and performance improvement company. As a recognized leader in the industry, she has won the coveted Stevie Award for Lifetime Achievement in Sales Excellence and she was identified by Training Industry, Inc. as one of the “Top 20 Most Influential Training Professionals.” Ms. Richardson is credited with the movement to Consultative Selling and is the author of ten books on selling and sales management, including Sales Coaching — Making the Great Leap from Sales Manager to Sales Coach, and Stop Telling, Start Selling. She teaches sales and management at the Wharton Graduate School of the University of Pennsylvania and the Wharton Executive Development Center. Linda is a frequent speaker at industry and client conferences, has been published extensively in industry and training journals, and has been featured in numerous publications, including The Wall Street Journal, Forbes, Nation’s Business, Selling Power, Success, and The Conference Board Magazine. Learn more about Richardson's sales training and performance improvement solutions at http://www.richardson.com web - Visit Linda Richardson's Website |
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David AchesonDavid Acheson is the founder of DCJA Consultancy. DCJA Consultancy is a management consultancy business specialising in B2B sales consultancy. They offer bespoke and packaged sales consultancy including Sales Optimisation Review, Interim Sales Management, Sales & Marketing Review, 1:1 Sales & Management Staff Analysis, Management Training, Solution Sales Training, Creation of New Pay Plan, KPI's, run Customer Feedback Campaigns, assist with Recruitment, Coaching, Appraisals and set up Strategic Marketing Campaigns. David spent his early career in accountancy and then moved into sales in 1982, working in Office Equipment, IT, Advertising, Training, Outsourcing and Consultancy. He has held many Senior Positions in SMBs and Global Organisations including Head of Sales Operations & Head of Business Development. His knowledge, skills and great experience of the Sales Industry has led to David making keynote speeches and running educational sessions to key businesses through organisations including The Chamber of Commerce and Business Link. - Visit David Acheson's Website |
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Dave KurlanDave Kurlan is the founder and CEO of Objective Management Group, Inc., the industry leader in sales assessments and sales force evaluations, and the CEO of David Kurlan & Associates, Inc., a consulting firm specializing in sales force development. Dave has been a top rated speaker at Inc. Magazine's Conference on Growing the Company, the Sales & Marketing Management Conference and the Gazelles Sales & Marketing Summit. He has been featured on radio and TV, including World Business Review with General Norman Schwarzkopf, in Inc. Magazine, Selling Power Magazine, Sales & Marketing Management Magazine and Incentive Magazine. He is the author of Mindless Selling and Baseline Selling – How to Become a Sales Superstar by Using What You Already Know about the Game of Baseball. He created and wrote STAR, a proprietary recruiting process for hiring great salespeople, and he writes Understanding the Sales Force, a popular business Blog and is a contributing author to The Death of 20th Century Selling and 101 Great Ways to Improve Your Life, Volume 2. - Visit Dave Kurlan's Website |
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John BrennanJohn Brennan Ed.D. Dr. Brennan is President of Interpersonal Development, LLC, a training and development firm. Interpersonal Development has provided sales training and coaching to more than 3,000 sales reps from over 100 companies. A native of Australia, Dr. Brennan received his doctorate from the University of Rochester. His dissertation researched the effectiveness of Behavioral Modeling Technology in training people in interpersonal skills. While he has spent most of his career designing or delivering training, he was also a Vice-President of Sales of a training and development franchise with operations in 25 markets. Dr. Brennan has designed and delivered sales training in North America, Asia, Europe, Australia and the Middle East. He has been a guest speaker at numerous national and regional professional conferences. When Microsoft wanted Best Practices articles on sales for their web site, they called Dr. Brennan. The results are at http://office.microsoft.com/en-us/FX011387391033.aspx His firm’s clients have included Volvo, The Prudential, Merrill Lynch, Eastman Kodak, Gannett, Equifax Europe, the Economist Group and countless small businesses. - Visit John Brennan's Website |
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George LudwigGeorge Ludwig is a recognized authority on sales strategy and peak performance psychology. An international speaker, trainer, and corporate consultant, he helps clients like Johnson & Johnson, Abbott Laboratories, Northwestern Mutual, CIGNA, and numerous others improve sales force effectiveness and performance. Though it's George's strategies and processes that help corporations increase productivity and performance, it's his tremendous energy and dynamism that spark the transformation. Again and again, clients remark on his amazing ability to unleash human capacity and inspire men and women to break out of their comfort zones. The result is a whole new type of salesperson. His customized presentations teach achievers to make stunning advances in their lives. From helping salespeople realize cherished dreams to helping corporations exponentially accelerate revenue streams, George Ludwig leaves audiences and individuals empowered, emboldened, and clamoring for more. George is the best-selling author of Power Selling: Seven Strategies for Cracking the Sales Code and Wise Moves: 60 Quick Tips to Improve Your Position in Life & Business. - Visit George Ludwig's Website |
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Dianne CramptonDianne Crampton is an executive leadership coach, team culture consultant, author and president of TIGERS Success Series, Inc. Dianne has been helping CEO's and Executives connect their employees to their core values and goals for over 20 years using the trademarked TIGERS team culture process, which stands for trust, interdependence, genuineness, empathy, risk and success. To download a free white paper on behaviors that build strong teams and behaviors that will predictably tear them down go here. Dianne's contribution to the 2010 Pfeiffer Consulting Journal (an imprint of John Wiley and Sons Publishers) entitled TIGERS Hearted Teams is available in November 2009. Her new book TIGERS Among Us: 5 Winning Business Team Cultures And Why, Three Creeks Publishing will release in March 2010. To receive publishing discounts, subscribe to the free TigerTracks Newsletter here. - Visit Dianne Crampton's Website |
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Anne BarrAnne Barr has over 26 years experience in sales and marketing, six years as a franchisee. She has assisted over 367 business owners and purchasers to achieve their goals in career change, transition and exit strategy. She holds the designation of Certified Franchise Executive from the International Franchise Association, Certified Business Intermediary from the International Business Brokers Association and Board Certified Broker from the Texas Association of Business Brokers. Anne is active in professional organizations, networking groups and volunteers for non-profit entities. As owner/operator of four successful businesses, Anne has proven people skills and enjoys helping clients find the right "fit" in business ownership. Visit www.FranchiseOpportunitySpecialist.com for more information about me and my company. - Visit Anne Barr's Website |
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