While going for the home run, have you
forgotten what it takes to just get on base?
I know a
young sales professional who I have mentored over the years who sold a huge
account about two years ago. He is a 100%
commissioned sales person and this brought him a six figure annual income. The problem is, he stopped working. He told me his only job was to take care of
this account and bragged about working less than 8 hours per week. Many times I called him, he would be on the
golf course, fishing, hunting or other activities not related to continuation
of his selling career.
He felt
confident that all he had to do was keep them happy and they would keep him in
money. Well guess what? The company moved their operation to another
city and no longer need to utilize his services. Today he is scrambling in an attempt to
recover from a serious tactical error. He
has no smaller accounts to sustain him.
No prospective accounts at all in the hopper. Now there is nothing to do but start over or
look for another job.
Don’t get me
wrong, there isn’t a sale or business professional that doesn’t dream of
hitting the huge home run like my friend did.
But to lie back on your laurels once that has been achieved can be the
kiss of death to your earning potential and maybe even your career.
2012 is seven
and a half months old and you’ve got only the next 4 1/2 months to hit the home
run. But you can never forget that it
takes getting on base in order to round the field and touch home plate.
A.
Have
you set your goals in writing to carry you to the end of 2012?
B.
Are you
planning to track your accomplishments?
C.
Have
you shared your goals with your spouse, peers or managers to help keep you on
track?
D.
Have
you fully learned your product and services and are ready to take on any
business challenge within your selling theatre?
E.
Have
you demonstrated your leadership ability and are working your way through all
of this negative media hype?
F.
Do you
care about people?
G.
Do you
have a positive attitude?
H.
Are you
a deal maker or a procrastinator?
I.
Are you
a non-stop networker?
J.
Do you
give your business card out several times a day?
K.
Do you
tell your business story several times a day?
L.
Always
ask yourself, “If not today than when?”
George F.
Mancuso, CPC, CEO
Client Growth Consultants, Inc.
Client Growth Consultants, Inc.
