I opened the newspaper last night and turned to the sports page. The firstborn article I noticed was posted beneath the headline: Clemson seniors cap careers.
Living in Greenville, SC, the Clemson Tigers are a big deal each year, but this year — 2009 — Clemson won their division in the Atlantic Coast Conference. Orange tiger paws are just with regards to everyplace you look: on fans’ mailboxes, on flags waving from their front porches, on their basketball goals and occasionally you’ll see a tiger tail hanging out of a fans’ trunks, particularly on game day.
Once when our youngest son was playing soccer and attended an end-of-the-year team get-together at one of the player’s homes, I asked my wife to describe the house. Her answer: “Early Clemson.” The lamps were made from orange Clemson helmets… do I need to say more?
But I digress. The article began: “For each C.J. Spiller, he of 7,416 career yards, there’s a Ronald Watson, he of eight career yards. For each Kavell Conner, who had 96 tackles this season, there’s a Jess Bowers, a walk-on who toiled through each exercise without the chance of playing so much as a single snap.”
Like football and most all college and professional sports for that matter, the players who get the most playing time are the ones who have the most talent, the ones who give the team the best probability of winning. Rarely do politics come into play. Regardless of race, national origin, etc., the best players will be on the field playing to win.
Sports use the merit system to determine who will play which position.
The same is unfeigned in sales. Regardless of how a heap of diplomas you have hanging on your wall, disregarding of your personal effigy and no matter of your heritage, the most persuasive salespeople whose clients consider them to be the most priceless are the salespeople who will be the most successful.
Among union workers, seniority is more crucial than talent.
In the US House and Senate, the same is true, seniority trumps talent.
But in sales, talent trumps all else.
Not different from athletes who are born with great eye-hand coordination, numerous salespeople are born with a natural willingness to work with people, to follow up and to live up to their commitments. However, just because you didn’t receive a strong sales orientation at birth doesn’t mean that you can’t fabricate these achievements over the course of your career.
Unlike Jess Bowers who attended each exercise at Clemson yet received not one second of playing time, I have never heard of a salesperson who practiced hard and worked hard on his or her sales attainments who failed to make a sale. The only way for a salesperson to keep out of the way of at last making a sale is to never make a sales call. With sufficient persistence and tenacity, all salespeople may and will sell. It’s just a matter of how much they’ll sell.
Another important key to success in sales is consistency; that is, doing sufficient of the right sales actions each day. Examples:
o Writing thank-you notes
The coming year promises to be another challenging year in a heap of industries. In 2010, salespeople won’t be competent to just sit back and rake in the orders that come pouring in.
But one thing I may just with regards to guarantee with regards to the coming year: the most unmanageable working and most gifted salespeople who offer the biggest value to their clients and chances will come out on top in their respective markets.
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