Sales Consistency, Fundamentals, And Action

Lead To Sales Prosperity

By:  Dennis R. Kyle, CEO, b2b Sales Trainer & Consultant

       Positive Results

If you've experienced the emotional highs and lows of being in the profession of sales, you’re not alone.

The selling profession has numerous energized individuals, yet an unbelievable amount of depressed people. How many times have you felt on top of the world when you landed a big account that throws you over quota for the month or year? Yet how many times in the same month or quarter have you become emotionally drained because you feel like you can't give your product away? Again, you are not alone. Consistency can help to alleviate the ups and downs of our profession.

I once had a sales manager that would tell me “Sales is all about managing the peaks and valleys in your emotional day. Don't let the valleys get too deep and keep focused on the emotions of what it's like to win." However, there is no cliché, which prepares one for the downturn of an emotional day. How can someone regurgitate a cliche, like 'the grass is always greener’ or ‘don't worry things can't get any worse, so they've got to get better’ and expect people to feel better? Clichés won’t get you through difficult situations; action will.

Sometimes in life, as in sales, we actually create worse predicaments for ourselves.

The theme of this article is how to stay focused on consistent sales activity. What does that mean to you? Staying frantically busy? Or, picking one activity and doing it repeatedly? Success is not really in either one. It is something far greater. And it is the key to unlock your greatest potential.

Consistency is a key component to all recipes for success.

Lessons From Golf

Because I enjoy athletics, I will use a parable from the world of sports to help you understand what it takes to achieve greater sales success. You turn on your television and popping up on the screen is the unmistakable image of Tiger Woods. You see him decked out in his Sunday red colors, which he enjoys wearing as he confidently strolls down the fairway of the 12th hole. You hear the commentators talking about the dynasty this young man is creating. Curtis Strange remarks, "Tiger Woods was born to be great and his skills surpass his years." All the while Tiger’s lead increasingly grows. It is almost the end of the tournament and a victory is all but certain. At that moment, thousands of voices from around the world speak quietly together saying, "he did it again." Many people, who have never played golf, as well as those who have, take for granted the dedication required to reach Tiger's level of success.

Consistently Tiger spends countless hours working to perfect his skill. He toils on every angle of his game. Often he encounters a difficult shot but pulls it off with a spectacular hit. For this, many call him lucky. What you may not realize is that Tiger practices each specific shot both in reality and i