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Inspiration
Success requires action
wo types of people typically become successful to you. Take on each task with a passionate sense of
at sales, according to Paul H. Green, founder urgency.
of The Green Sheet and author of Good Selling SM: • Get support from colleagues, mentors, or friends
T Thirteen Weeks to Personal Success: those with and family. Check in regularly, discuss any issues
natural ability and those willing to outwork their more that arise and brainstorm for solutions. Also, attend
gifted colleagues to reach their goals. industry tradeshows where you can network with
inspiring peers and mentors. If no one in your
"First, there are individuals who truly enjoy other people support system is available at a time of challenge,
and have a natural ability to relate to other human imagine one of them looking over your shoulder
beings on a one-on-one basis," Green wrote. "Not all sales and encouraging you.
professionals can possess the same degree of common
sense, tact, diplomacy, initiative, resourcefulness and • Identify, address and eliminate obstacles as they
other inborn qualities; and while those who do will make arise. Obstacles can be daunting, but it's important
selling look more like 'art' than 'hard work,' hard work to take them on right away and not let them fester
also can lead to success. and grow into worse challenges than they already
are.
"The second category is comprised of individuals who • Be honest about unproductive habits you have and
have no particular gift of gab but who are tenaciously set take steps to cultivate new, healthier habits
on learning all there is to know about their industry, their
competition and their product or service. … [T]hey can • Realize that discomfort and sacrifice go along with
make up for the lack of art by a more intimate knowledge attaining great things in life. Become accustomed to
of their product or service, by close application and by discomfort, and accept that you'll have to give some
hard work." things up to get what you really want.
• Make a public commitment to create external
It's in the follow through pressure. For example, have a staff meeting where
All successful salespeople have the ability to execute. each member states aloud a goal and deadline.
Underperforming salespeople, no matter how talented, • Spend at least half an hour daily working toward
cannot – or do not – follow through. And even the best your most important goal. Blocking it out in your
among us can use a boost from time to time. calendar helps.
So what does it take to be a person of decisive action? Here There will be trying days ahead when you're thrown way
are several ideas: off course. When facing such a day, do just one small,
• Review and clarify your objectives. Be honest about positive thing to move forward. Over time, even micro
what you want, write down what you intend to actions can work miracles.
accomplish, as well as how and exactly when you'll
do it.
• Be emotionally invested. Remind yourself of why
your goals matter and what benefits they will bring
Kate Gillespie, President and CEO
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