A guest post by Mark Trinkle, Sales Development Expert
If you are tired of mediocre, ask yourself:
- Are you tired enough to change?
- How long have you been settling for average?
- What will it cost you this year to be average or less than your best?
- Are you willing to change?
Today I want to ask you one simple question: Are you surviving or thriving in your sales career?
I think most of us would agree that sales is tough; there are far easier occupations to enter into. Most of us coming up in sales have learned some hard lessons on the street. We have been kicked around…stood up…knocked around…used…turned over…and otherwise had to deal with the frustrations of getting past gate keepers to find our way into the office of the decision maker. Kind of reminds me of the lyrics to the song, “He Ain’t Heavy, He’s My Brother” that goes like this: “The road is long, with many a winding turns, that leads us to who knows where.”
Which leads me to wonder why most people got into sales in the first place. While the majority no doubt did so because of the promise of making money, some got started because sales allowed them to not be chained to desk; it got them out of the office. Perhaps they liked the ability to work from home, to create their own schedule…or to help people solve problems.
Whatever the reason, I operate to this day under the assumption that nobody decided to be average or mediocre in terms of their results. I don’t think for a second that any of you listening to this brew thought, “Hey, I am willing to put up with all of the challenges of selling and I will be ok just being ok.”
Which brings us to the idea of having extraordinary goals. At Anthony Cole Training Group, we believe the first step that you can take to having extraordinary results is to set extraordinary goals. I’m talking about you getting ready to turn off the lights in your office on December 31st and heading off to your New Year’s Eve party thinking, “I had an extraordinary year.”
So, if you are tired of being mediocre, I will close by treating you like a prospect. Are you tired enough to change? How long have you been settling for average? What will it cost you this year to be average or less than your best? Are you willing to change? It will be painful at times and I can guarantee you will be uncomfortable from time to time.
As for what needs to change, spend some time thinking about that. Is it more effort? Is it more introductions over cold calling? Is it having walk away power after the first call? Is it tracking your weekly sales activities?
As Urban Meyer, coach of the national championship Ohio State Buckeyes, says “I refuse to be around average.” How about you? Are you being less than your best?
Now… go sell like a champion today.