September 2017
Happy New Year's 2018...cuz we all know '17 is OVER!
The business that I’m going to get this year is already visible to me. There may be a few bluebirds who could land, but they won’t materially effect my standard of living for the year.
So I’m asking myself now - not in December - what could I have done differently to make 2017 better? (Hey, '17 was great, but a year can always be better, eh?) My answer included only ONE, bona-fide sure bet thing that will guarantee we won’t have remorse this time next year about what we could have done differently. Do this ONE thing and I guarantee you success over your career, be it as a seller, or a sales manager: Be a prospecting maniac. Be a prospecting maniac and Be a prospecting maniac beyond what you think it means to be aggressive as a prospector. Ramp your effort by ten. Then again by ten. Then again by ten. Good…now you’re almost there.
You cannot be assertive enough as a prospector. Be that dog with a bone that you think you are. Act like someone who has to feed his/her starving family. Develop a killer instinct when it comes to making the rounds. You’ve heard it before that “sales is a numbers game”, so act like it. Work the numbers. You know it’s all about touching as many prospects as possible – in a meaningful way – and developing interest. So do it. Make the extra call. Send the extra note. Be smart...but make the rounds! Maniacal prospecting to me means carving time every single day to talk to potential customers. But to be successful, you have to actually do the work! Don’t let anything else get in the way of that daily routine. (You know I’m right.) Yes, success in sales and sales management sits on a foundation of many skills, yet without discipline and perseverance, “there ain't no otha' skills"! Of course much goes into prospecting that is not interesting for a missive like this – but I strongly feel that most managers and companies in all corners of the media space take it for granted that those on their sales team know how to prospect. I got news for ya…they don’t. Write me and we can set up time to talk about the “how”.
The motivation for examining this subject is the two year anniversary of something very dramatic and life altering that happened to me. For those who know me well, you know of which I write; for those of you who aren’t aware, it’s not terribly important because this is about you, not me. What is important is admitting that I got punched in a big way.
The punch I received from the universe was harder than what McGregor absorbed by Mayweather a few weeks ago. But it’s not any different than the punches we get as sellers and managers. Often it’s the punches we take inside the halls of our company that hurt the most. Take it seriously when you get punched! The worst thing you can be is callous and unresponsive. Examine why you got punched, and learn! I learned a few simple things that may help you react – and recover - when you get hit. And hit you will get! The following are not novel ideas - we’ve heard these things before - but the reason they bear repeating is because it’s easy to lose sight of what we should be doing when we get hit….by our boss, by our bosses boss, by our customers, and everyone else throwing punches. Try out these three things next time you get hit and see if it helps…
Emotional intelligence is one of the main foundational traits needed for professional growth...yet I don't see it enough in my travels across all levels of sellers and managers through all corners of our media industry. Some E.I. is innate, much, however, can be taught. You know who to call if you want help with your team - no silly, not Ghostbusters! ME. |
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