Good or great, what is the difference that separates both types of salespeople? To be good or great often seems to be the same. Both have targets to achieve. Both have budgets to meet. Both have the same hurdles to overcome. Reading this would raise the question, what separates the two.
Good has a reasonable budget without knocking down any walls. All targets are easily attainable with the right effort put in place the reach them. Being Good is not bad, it’s just not earth shattering results. The mindset is based on predictable outcomes. Setting goals that are impossible not to reach. Key performance targets are based on opinions like : We are predicting a market slowdown, we should be conservative with our targets. Ambitious goals are never put in place. Responsibility is not taken.
The Great take the same budget and look at it without any biases and evaluates what would be an objective that drives change. Their professional goal will drive their decisions and not the opposite. Yes maybe the market will falter in the next months. What can be done to lessen the effects and reach the goals. This is a question often asked in these situations by the Great.
Self-pity is not in their habits. Blaming others or situations for their failures is NEVER used as an excuse. They are responsible for any outcomes and personally take full ownership.
Why does good feel great? It feels great because of non ambitions goals are always reached. Easily attainable goals are set year after year. This is not bad but it’s not over and above effort. Responsibility is not taken. When you punch in at work every day and go through the motions without any specific goal, things will happen. Sales will happen. Do this long enough and you will get results without additional effort.
It’s like my golf game. I love playing golf. I practice off an on. I usually play once or twice a week when I can. I’m an average player. I can hold my own against other players. Then some rounds I play, I’m on top of the world and bring in a very low score card. I know why this happens. It’s beacause I have no specific goals or actions in place to go from good to great. I’m satisfied with my rounds. What if I put in place actions to change my average to 80 and stick to these actions at any cost? I will average 80.
Play long enough and you will have an average round and once in a while that great round will pop up. Then back to normal you go. It’s exactly the same in sales. What if you align your sales goals with YOUR goals; like double you bonus each year.
Greatness is a goal that happen over a period of time and it’s difficult. Be the one on your team that sets out to accomplish what seems almost impossible to others. Do it for yourself and not just to prove to other that you can. Others will make you fell like that. Don’t give in and stay your course.
Don’t be the squirrel chasing after every nut on the ground. Keep your focus on your objective. Do not get distracted by anything or anyone. You will have days that will weigh heavy on you and giving up will start to be an option. Stop and take a step back. Ask why you are doing this. Feel the pain of failure.
Greatness seem like a miracle, but when it happens, you look back and you see all the roadblocks that where erected and knocked down one by one. The extraordinary effort you put forth in reaching this level. This is a lonely road to travel. All the Good around you will see you struggle and fight to reach your objective. Comments will be said pertaining to your failures. Questions regarding these decisions will be asked. You will be the only one that will see the reward. Greatness will be revealed to you and all the responsibility and accountability you set on yourself will be empowering.
Greatness is easily described by
- Unwavering faith.
- Extraordinary decisions.
- Consistency over a long period of time.
Unwavering faith in each decisions is one of the most important aspect in Greatness. When you feel discouraged on the path to reaching your goals, only put one knee down and lift your head up. Everyone and everything will seem to be pushing you down. This isn’t what is happening, you are the one pushing yourself down. You have control of how you react. Get up and keep moving forward. Because in your heart, you know that your journey will bring you to your objective.
Extraordinary decisions and being consistent over time will creat a snipers focus. Predictable outcomes are not decided upon, they are created through the goals that you what to achieve.
The step from Good to Great is based on mindset. Change your mindset, it will drive you to achievements you only see in your dreams. Nothing is stoping you except you. Change your mind and change your life.