When I Googled ‘Keys to Great Sales Success’ here are some of the links I found interesting:
Entreprenuer– This ONE Word Is The Key To Success
- Brian Tracy – Ten Reasons Why Top Sales People Are Successful
- CPSA – Canadian Professional Sales Association – 5 Characteristics of Successful Sales People
Each of these
Yearning and Learning
As a boy watching TV with his dad, I became enamored with football. At the age of nine, I asked my dad if it would be okay to go out for football. He said “sure”. He gave me the phone number for Matt Gazzara – coach for the local Pop Warner football team – The Hammonton Hawks – and told me if I wanted to play I needed to call Coach Gazzara and ask if I could come to a practice. I called, went to practice and fell in love with the game. I finished the first practice and announced to my dad that I would one day go to college to play football.
I didn't say I would like to go to college to play football. I said I would go to college to play football. For the next eight
The unseen aspect of this story is what I had to do in the classroom. I played ball with other talented, faster, larger football players but they didn’t hit the books the same way, get the same grades to qualify for college. When college coaches came knocking on Head Football Coach Joe Cacia’s door, not only did I look the part of a college football player on film, but my grades allowed me to qualify for the academics.
What I didn’t think about at the time but now realize, is that the yearning and Learning led to my Earning that scholarship. The Earning didn’t stop there. I Earned a college degree at little cost to my parents and me. The yearning earned me an opportunity to work as a coach at UConn, at the University of Cincinnati and at Iowa State University. This Yearning Earned me the opportunity to meet Ralph Grieser who helped me land a great job with Nautilus Exercise Equipment that paid me my first real income of $47,000 as a
This story goes on but I want to cut the story short so I don’t lose you. The shortened version is this: I went into the insurance business in 1987 after relocating. I didn’t know anyone and selling insurance is all about who you know. I Yearned to have a better life for my family and so I hired a coach and paid him with a credit card because I didn’t have the cash and didn’t want my wife to worry. That decision – to Learn more about the art and science of sales - lead to Anthony Cole Training Group and where I am today.
Linda and I own Anthony Cole Training Group. We employ eight people and we serve clients across the country. Over our 25 - year history we’ve developed
So how about you and your team? Do you and your people continue to Yearn, Learn and Grow? If so, what do they have in common? What is it that they Yearn for that keeps the fire burning and drives them to do the right things more consistently
Think about your best people and their willingness and ability to Learn and adapt to
And what about their Earnings? Not just the money but also the client relationships they’ve Earned and retained over the years; The respect they have in your company and in the industry; the satisfaction of knowing they’ve done a good job; the recognition of their peers as leaders and top performers.