Sales Success Begins With The End in Mind

thiswayAh, fall. I love this time of year. Finally, I can breathe a sigh of relief knowing that those damn mosquitos have finally high-tailed it to wherever they go when the weather grows cooler. Sitting outside no longer feels like I’m being served up as the main course at the mosquito buffet. From a business perspective, fall is the perfect time of year to enjoy the fruits of our current labors, but it is also a time to look forward. Planting the seeds for sales success in the coming year must begin now.

Stephen Covey’s landmark book, The Seven Habits of Highly Effective People, has changed the lives of millions, me included. All seven habits are quite powerful, so if you’ve never read the book, I highly recommend that you do. The first of Covey’s habits is a reminder that every individual is responsible for success in their lives. It is up to us to decide to be proactive and take charge of our course. If we don’t, it becomes easy to allow ourselves to bounce to and fro on the waves of the desires of what other people want. Perhaps some will simply continue to choose to live in the world of “it’s not my fault that…” and never find a way to achieve the success they are worthy of receiving. I hope that isn’t you!

Said another way, begin with the end in mind is really about where we put our mental and emotional focus. If you haven’t taken the time to envision what you want your end result to be, you aren’t thinking about that end result often, and you are not visualizing what it feels like achieving it, how do you actually expect there to get there quickly and with ease? You can’t. And lacking a clear focus, it is very easy to become distracted with activities and people that simply waste time and stall your progress.

There will be more to come on the topic of mental and emotional focus and its relationship to sales achievement. More than positive thinking, I hope to show you that there is a huge difference between placing focus on what we want (our result) and focusing our attention on things unwanted (not hitting sales quota).

For now, if you haven’t done it already, determine where you are headed and know why you want to get there! That’s more than half the battle.

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