After 20 years of recruiting, on-boarding and training sales people, it never ceases to amaze me when a new salesperson says this to me. The sad fact is that almost all of the new agents I have worked with, at some level, believed it (whether they expressed it out loud or not.)
How do I know? Their actions made it crystal clear. They failed to follow the sales system they had been given. They thought that they were smarter than the other poor rubes that they worked with. If someone else, who was following the system, was having success, they must be cheating, lying, stealing, or just plain lucky. “There is no way that person is smarter than me,” the agent who isn’t following the system thinks.
The reality is that they are probably right. And that will absolutely kill their chances for success. Over my career I have noticed that the “smarter” someone is, or thinks they are, the less likely they are to follow the system to the letter.
Put The Pressure On The System
In Joe Buzzello’s fantastic book The Cap Equation Joe recounts a story of his father (who was never in sales by the way) rather pointedly expressing to Joe that he had never actually done
Les Heinsen is one of my heroes. I don’t use that term loosely. I won’t take time to explain that statement here. I covered that 4 years ago the last time Les came on the SIV Podcast. During his time with us then, he gave an absolute Masters Class on leadership. Listen to it HERE
One of the things I admire most about Les is his optimism and ability to encourage others. He is someone that believes in his people and helps them to see the future as it could be. As optimistic as Les is, he fully understands that optimism isn’t
I don’t know about you, but I am thrilled to see 2017 firmly in the rearview mirror. There have been a few years in my life where the journey was incredibly painful and brutally hard. 2017 was certainly one of those years. The good news is that throughout my life, years like last year have forced me to grow much more than my “good” years. I certainly don’t want to relive any of those ”growing” years, but I am thankful for the lessons they have taught me.
Change is Inevitable: Growth is Optional
The reality is that 2018 will not be any better for you or for me if we don’t take certain steps now before the year gets away from us. This article is not about business planning, goal setting or creating business strategies. I promise we will get to those things in the next couple of weeks. Today I want to talk about what you and I need to do to make sure our head is in the game for 2018. I believe that the biggest obstacle we face every day is the six inches between our ears.
Trust me, this article is for me as much as it is for you. As I look forward to this year here are the 5 things I must do to make 2018 my best year yet.
This is a repeat of the podcast I originally published on April 5th of 2014. I ran it again today to hammer home the message of Monday’s blog article, It’s Supposed To Suck.
If you haven’t guessed, the theme for SIV this January is new beginnings. I would be remiss if I didn’t let you know exactly how hard it is to attempt something new. It would also be unconscionable to not remind you that the hard work is worth it. Brian reminded us how important it is to keep our focus on what we want. LISTEN HERE
Please do every salesperson you know a favor and forward them this podcast. I promise they will thank you for it!
I have had the great privilege of seeing Brian speak four times, including the two times I have paid him to come speak to my team. His message Astound Yourself Today resounds with audiences deeply. In this episode Brian and I talk about many things including:
It’s supposed to suck! You are creating something out of nothing.” -Brian Hicks
Brian Is Right: And That’s OK
The first time I heard Brian Hicks say this I nearly snorted water out of my nose. (Important safety tip: When listening to Brian speak, time your drinking with care.) I laughed and then realized this was no laughing matter. It was literally a matter of life and death. Maybe not to your existence on this planet, but the life and death of your business.
Perhaps you came into a career in sales understanding exactly how hard it was going to be to get your business up and profitable. You may have been completely ready for the rejection and no’s you were going to receive. You may have fully understood that when the prospect said no, they were just saying no, not now. You may have had so much money in your back account that you weren’t worried that you were 90 days in and still hadn’t made a sale. But after 20+ years of hiring and training commission-only sales people, I have yet to meet someone like that. They may exist, just like Sasquatch and unicorns.