In the world we live in, where the pace is just relentless, and the stakes seem to rise with every hour, the best in the business understand: you have to stay the course.
In my early days as a professional, I quickly learned the importance of resilience. There have been plenty of challenges, but the things that were so rewarding and beneficial to me were the things that took a lot of work.
But staying the course isn't common anymore. With new technology coming out each day and a limitless supply of anything you want just a few taps away, why would you? Something shiny and new is available the second, staying consistent, gets hard. But when you are confident in your system and process, staying focused and sticking to it becomes critical.
From a Nicked Chin to a Sales Strategy
Once, as I was shaving, I made an unexpected slip. I nicked my chin. Rather than give up on shaving entirely, and become a bearded mountain man, I took a moment to reflect on what went wrong and resolved to proceed with more caution the next day. This experience got me thinking about our approach to sales.
When trying a new technique, starting a new workout, employing a new strategy, or whatever new thing they are doing to improve, many folks abandon it if they don't see immediate results. But we know that consistency often makes the difference, not the exact perfect single instance that makes us miraculously successful.
How Top Performers Succeed
Herein lies the difference between top performers and the rest of the bunch. They understand that setbacks aren't indications of the system's failure but are rather an inherent part of the learning curve. Embracing them as part of the process, rather than a deterrent, can set the trajectory for long-term success. The real tragedy isn't in falling short but in not giving oneself the chance to improve and master the craft.
For those trying to succeed in a fast-paced, highly competitive business world, here is my advice; understand your process, follow the system, and stick with it even when its hard.
This is where many people struggle when it comes to their time in Sandler. They know that the way they are doing things works some of the time, and to re-learn the entire art of selling will be difficult. So they try it once, and when it doesn't go perfectly, they return to what they did before. But if they had stuck with it, they would have likely been able to bring their skills to a whole new level.
In the end, it's not the setback that defines us, but our response to it. So, the next time you encounter a stumbling block, remember the shaving mishap. Evaluate, adapt, and most importantly, stay the course. Because in the consistent application of a proven system lies the blueprint for success.
Clint has nearly 25 years of experience developing and directing organizations' recruiting and sales strategies, as well as coaching and mentoring "C-level" executives. His expertise is in training inside and outside consultative sales teams in new business development, profit and loss management, sales compensation, key account management, and product/service positioning. Specialties include corporate sales training, public speaking, hiring assessments, and business development structuring.
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