December 2017
Ham, or a big year-ending commission check?
LOVE the attitude, and yes, you should think that way, but it’s okay to be human and acknowledge that you struggle and get beat up. Yes, be a fighter, but yes, be honest that there are some things about sales you just don’t get or like. That’s okay.
Freeing up from this myth allows you to understand the essence of sales: manage your performance, not your results. Sometimes the deal just doesn’t come in, despite your brilliance. So…do the things you know work, and do them over and over again expertly. In addition, focus on learning and personal development. (Demand your company support you in core skills growth.) Evolve your skills and push yourself to think about new ways to solve problems for your prospects. Above all, never lose focus that you work for your customer! The essence of sales is learning to focus on managing your performance, not your results! Myth #1 about good sales management – don’t fall into the trap that has you thinking "all my peeps love me… they all will follow me into war when I give the word.”
Yes, a healthy ego is good and required to be good in management, but they don’t all love you and they won’t all follow you whereever. Freeing up from this myth means you need to re-focus on what’s most important in your job: supporting each and every person equally on your team with detail, care, and true concern. Don’t focus on the results – thinking they love you and will follow you into war – focus instead on supporting them in ways that encourage them and help them succeed. When thinking about how you treat each of your valued sellers, repeat the words, “I work for you”. (Repeat it under your breath, and directly to them!) And then, go do it: go work for Sarah. Work for John. Work for Ahmed. Your sellers are your clients…show it, and work it that way. As for the ham you may be getting this season? Yes, it happens. Sales is not fair always. You put in your best, and you sometimes the deal doesn’t come in. Sometimes your best isn’t good enough. (MADDENING.) And then, you get a small check…and ham. Use December to plot what you’re gonna do to change that in the very next short year that is upon us. Happy Holidays |
Selling.2.YES newsletterSelling.2.YES is the monthly newsletter published by Core 6 Management Advisors to enlighten, motivate and stimulate all of us sellers and sales managers on topics that need our attention.
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