got stuck at the airport in DFW many years ago as my flight was canceled and the only ticket left on the last flight out was a first class ticket and I didn't want to spend the money. My mother told me that I am my only equipment and to take care of myself.
That advise has stuck with me all these years.
So many of the sales reps that I coach say that they are tired and feel overwhelmed by their demanding clients, business travel and ever increasing work load. Not exactly a new insight, but this dynamic has lead me focus on the idea of regeneration and filling
up ones 'bean jar'.
I work with many different types of business such as professional services, distribution, and many more including manufacturing companies. The management folks at the manufacturing companies schedule regular maintenance for their equipment so that the machines
are in good working order. What about you?
How do you reboot to hit it hard the next day and the next day? What do you do to feel ready to embrace that next day after you've lost a big deal or had a client fire you only to choose to work with another firm; is it time with your family, attending church
or praying, taking your dog to the park, enjoying a good work out, some shopping therapy, spending time with friends, or a combination of a few of these.
We are in a long, lifetime selling marathon so make sure you take 'water breaks' and stop to take some deep breaths along the way while you grow and maintain your sales revenue.
94. Knowing when to say "enough is enough."
Sometimes, we decide to pursue a dream or career that just is not right for us. Perhaps, we have imagined that we will
become the next "American Idol" or "Star Search" champion. This goal or dream is already a longshot just because of all of the other competitors who see themselves in this featured role! However, it will become "the impossible dream" if we can't sing very
This can be the case with salespersons as well. Sometimes, no matter how badly an individual appears to "want it," the truth is he or she is really not cut out for our profession. Perhaps, the individual is just too conscientious and is always looking for the
perfect property or transaction that rarely comes along. Perhaps, the individual is just not a "people person" and can't relate to most buyers, sellers or clients?
Perhaps, this individual is pursuing a sales career or some other career that really does not suit the individual's personality or strengths because his or her role model was in sales or the given career? Before you decide to "reach for the stars," do your
homework and really find out what will be required of you to succeed in your endeavor.
As I mentioned in the previous focus point, it probably is a good idea to complete your education before you gamble on fate and "go for your dream". Also, it may be a good idea to incorporate Tom's 80/20 rule to some degree so that you can improve your odds
for ultimate success. Tom spends 80% of his time focused on his normal "meat and potatoes" business affairs and marketing practice with his clients and 20% on more speculative projects and ventures that have a higher degree of financial return if successful.
As a result, Tom safely maintains his profit stream so that he can meet all of his obligations but also he is able to provide his firm with the opportunity to greatly enhance its bottom line if one or more of the more speculative ventures is a success.
If you take the time to study most of the successful actors and recording artists in our society, you will learn that many had to deal with failure in the beginning phases of their careers. However, the successful ones persisted and made the changes and adjustments
that were required and stayed in the business!
I hope that many of the concepts that we have discussed previously are now resonating with you!