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Tom Reilly Training Home of Value-Added Selling and Coaching for Sales Success |
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Measure Your Success one Step at a Time Success comes in many shapes, sizes, and frequencies. Sometimes, it comes when we least expect it. Other times, it eludes us, just as we think it’s in our grip. For salespeople, the obvious success is closing the deal. Conversely, failure is defined as not getting the deal. This connection between end results and success is invigorating and discouraging. Einstein said: “Try not to be a man of success but a man of value.” His advice makes sense. Focus on the value of your efforts and success will follow. It’s like golf. I can have a pretty good day of shots and still score higher than I like. If I focus only on the final score and not the shots I’ve made, I get discouraged and have all the wrong conversations with myself. If I concentrate on the shots, one-at-a-time, and learn from them, it generally shows up in the final score. The same thing applies to sales. We call this Limited Objectives Selling. This means that we define specific benchmarks along the sales path and concentrate on achieving these benchmarks one at a time until the final objective is achieved. Breaking down your success into a series of steps allows you to enjoy your results while on your journey. Think about something you want to accomplish. How many steps will it take to reach this goal? Each step brings immediate success that leads to ultimate success. By focusing on what you are accomplishing along the way, you capitalize on the positive emotion of short-term success. If you ultimately fail to achieve the long-range objective, you still have done many things right in the process. If I’m driving the ball well and hitting good approach shots but my putting is off today, I may not bring in the low score I want. The day wasn’t a total bust. If I only focus on the shots I missed—the sale I didn’t make—I am ignoring all of those other parts of my game where I was strong and cheating myself of the successes I enjoyed in those areas.
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