Look I will get off my soapbox (soon), but this is so, so, so important. Please understand and manage your FAB (see previous posts), this non-tangible, thing, and this thing you have to feed, fuel and grow. Without it, I can guarantee you that your highest level of performance and money making ability will be best described as mediocre, your sales career will consist of job hopping, and probably be tinged with that deathly of all sinful traits, well for a sales professional that is, SELF DOUBT.
Sorry, but it had to be said.
So moving on swiftly, these last few posts can be best summed up as to why guerrillas are able to succeed, operate outside the norm, win, cause havoc against what is accepted, function in the most dire of environments, they have - MOTIVATION, and all those other things that we will cover to ensure you WIN, time and time again.
Motivation is a function of courage, for Guerillas it is their “Esprit de Corps”. Now here is where you will understand why I am the scourge of that vocation called Human Resources. I have sat in many a boardroom where the HR manager/director decides that the only way forward, the only way sales can increase, costs come down is by some motivational programme, project or wait for it … a motivational speaker. I beg, I implore you, if you are in a sales function, if you are truly a sales professional, this a complete and utter waste of YOUR TIME, it will be a shackle to your success.
MOTIVATION MUST COME FROM WITHIN, YOU HAVE CHOSEN SALES, IT WAS YOUR CHOICE,YOU WILL BE A WINNER, YOU KNOW YOU ARE A WINNER
I have watched grown men and women, draw balloons, prioritise their day with pastel crayons, listened to countless speakers (majority of which have only sold their services, but hey good luck to them) moaned and whined in employee satisfaction surveys etc etc. You have a job to do, you will win, you have no time for the ether, justifying others whims and humbug.
Write a list of your own, who are WINNERS in your minds eye, mine are;
Churchill
Alan Sugar
Richard Branson
Shaka Zulu
Bill Clinton
Ghandi
Genghis Khan
Rommell
Eisenhower
Martin Luther King
David Beckham
Alex Fergusson ( not a Man Utd supporter but fanatic of his leadership style)
Martin Johnson ( god England needs you NOW)
Read the list above, reread your own list, please don’t tell me they needed a microphone holding, veneered teeth glistening, soave “Motivational Speaker”, who for his finale got somebody to break a piece of wood with their bare hands – wow – their motivation came from within, they had courage of self belief and fear of failure was never an option for them.
So;
If you are a downtrodden, non-sales, support function yes it is meritorious that your motivation is invested in.
If you are a sales professional, a leader, a winner. MOTIVATION must come from within, if you need others to (try) give it to you, stop NOW and find something YOU are MOTIVATED in, because you will not WIN at sales, you are NOT A GUERILLA.
Nb A must read book, that is only 3 so far, not bad for a 25-year career in selling.
It is titled S.U.M.O. by Paul McGee, not for the faint hearted, but an absolute must for fuelling self belief and ensuring you stay on the straight and narrow path of success.
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