4 min
standards The Truth About Sales | Klyn Elsbury
-
- Careers
If day 1, you wrote an extensive list, then kudos to you. I’ve hired over 1800 salespeople in my recruiting career and then as a corporate recruiting consultant for various Inc 5000 and Fortune 1000 companies.
I noticed, when you ask a high achiever to look in the mirror and come up with four things they know they need to change, they will create 10. An average performer will write 4-5. And those who aren’t genuinely committed to success will write out one or two and then shift to something else that provides short-term gratification.
None of these approaches are wrong, per se. They all serve that individual. Most people do not want to look in the mirror and analyze their faults, so if you did, give yourself some credit. Just don’t bask in the glory when there is work to do.
Let me tell you a quick story. One of the call center reps I coached sat in the front row of a training class and took so many notes, I thought they would need surgery on their hand after the 3-hour training.
At the close of the training, I gave everyone homework. I instructed the reps to commit to raising their standards (see Day 3) and strive to increase their outbound prospecting activities by 100 dials in the next month.
She thought she needed to call 100 more prospects that week! And she did. While the other representatives were busy talking, taking breaks, and wasting their time, she figured out ways to accomplish more activity in less time. A bottom of the pack performer, suddenly she was 3rd in the whole company. Why? She developed the habit of raising her standards. You become the air you breathe.
SIGN UP TO BE THE FIRST TO RECEIVE "UNSTUCK YOURSELF", KLYNS SECOND BOOK FOR ONLY 99 CENTS ON THE DAY OF LAUNCH
WWW.MISSKLYN.COM
If day 1, you wrote an extensive list, then kudos to you. I’ve hired over 1800 salespeople in my recruiting career and then as a corporate recruiting consultant for various Inc 5000 and Fortune 1000 companies.
I noticed, when you ask a high achiever to look in the mirror and come up with four things they know they need to change, they will create 10. An average performer will write 4-5. And those who aren’t genuinely committed to success will write out one or two and then shift to something else that provides short-term gratification.
None of these approaches are wrong, per se. They all serve that individual. Most people do not want to look in the mirror and analyze their faults, so if you did, give yourself some credit. Just don’t bask in the glory when there is work to do.
Let me tell you a quick story. One of the call center reps I coached sat in the front row of a training class and took so many notes, I thought they would need surgery on their hand after the 3-hour training.
At the close of the training, I gave everyone homework. I instructed the reps to commit to raising their standards (see Day 3) and strive to increase their outbound prospecting activities by 100 dials in the next month.
She thought she needed to call 100 more prospects that week! And she did. While the other representatives were busy talking, taking breaks, and wasting their time, she figured out ways to accomplish more activity in less time. A bottom of the pack performer, suddenly she was 3rd in the whole company. Why? She developed the habit of raising her standards. You become the air you breathe.
SIGN UP TO BE THE FIRST TO RECEIVE "UNSTUCK YOURSELF", KLYNS SECOND BOOK FOR ONLY 99 CENTS ON THE DAY OF LAUNCH
WWW.MISSKLYN.COM
4 min