One of the dangers that many sellers come across is that when they get to a place of success, they start to slow down. They don’t have the drive to meet their quota, beat their competition or strive among their peers to be the best.
And if you get to the top, someone is constantly trying to knock you off the pedestal – it’s tough being #1…
So how can you avoid this? Here’s a few ideas:
- Don’t let off the gas – the second you think you are safe is the second you are in trouble.
- When you close a sale, make a cold call (or 10) – Ride the wave of excitement/confidence and allow those feelings to resonate with some new business development.
- Ask your customers for referrals – keep the momentum moving by networking with your new customers – and be sure to give some referrals to these new contacts as well.
- Never look back - find some time to enjoy your success, but remember how you got there, I bet it wasn’t easy…
Just remember what’s like at the top of the pile, it can be a great place to be. But, now your colleagues and peers are looking to beat you – just as you were recently with the former top performer.
Keep at it and good luck.
Happy New Year! But don’t forget that it’s also just Thursday.
We embrace the concept of “new-ness” and improvement every January 1st. There’s a lot to be said for a fresh start, a new look, positive change… we wrap this holiday in the concept of “new” and also spend a great deal of time in reviewing and rating the events of the past year.
True success through innovation and introspection is a daily process for both individuals and for business. Don’t put all that pressure on one day, or one concept surrounding January - it needs to be a core belief.
Having said that, it is a philosophy that I am bringing to my day today and will work to do so every day. Don’t take anything for granted, and don’t let crisis be the driving force for change. Be ready and open everyday…
What do you think? Are you ready?
It may be out of season right now, but baseball is always the analogy with work, life and (yes) love. For my purposes, let’s keep this in the ballpark of work.
Let me set the stage – Actually, the stage is set already in the “Challenge Economy” (a nice spin, but not my own words). It’s bottom of the 9th, 2 outs… and you are up to bat…
For some, this is a moment they do not wish to be in – but in reality, this is where difference makers can shine. Now is the time for the most resourceful and dedicated to “show up” and rise to the challenge. Opportunity is where preparation and timing meet – and in every challenge there is an opportunity or two.
Back to baseball… If you are a professional baseball player (I’m betting you are not), then baseball is your work or your job. It’s time to wait for your pitch and swing the bat. For the rest of, our work can throw any number of challenges our way – and some of them could be the turning points of the game. Knowing that this is your moment is an important step in stepping up, but it is only half the battle. If this is your moment, what exactly are you going to do?
Try starting with these 3 ideas:
- What can you directly control or influence? Focus on your role in the organization. What areas arer you responsible for? Plan to take action on something that falls solely on you to drive.
- Don’t swing for the fence when a single will do. Sure – a home run is amazing, but in baseball – in the bottom of the 9th, a single is all that is really required to keep you in the game. Sometimes, its the best play you can make. Keep it simple and…
- Think short term goals. What impact can made this week – or better yet, what impact can you provide today? If there is a big, daunting project – what bite can you take today that begins to address it or begin to manage it?
This is where the best arise, when the chips are down it is time to rise the challenge. And you need to have a plan to do it.