Top sales reps have learned to identify their strengths and weaknesses. They fine-tune their strengths and they find mentors and coaches to help them improve their weaknesses. They play to their strengths; they do not shy away from their weaknesses.
Do you know your value?
Knowing and believing in your value is key to financial success. When I interview sales people I always ask them how much money they want to make. And their answer always tells me how much they value themselves. Some people don"t answer the question or give a ridiculously low amount, hoping to get the job. What they don"t realize is that they are showing their value, which is not very much! You need to know what your value is in terms of earnings and what you can do for your employer and customers. Money isn"t everything in sales but it is one component of your success, along with providing service to your clients and prospects.
I know sales people who earn in excess of a $1-million a year and others who earn $30,000 a year. Each rep will tell you that is what they are worth. What makes them different?
Fundamentally, the only real difference between these two reps is their chosen work environment. Sure, both environments support and value their reps; however, the $1-million-a-year rep works in an environment which has a higher value for their reps. I run into business people all the time who say no one is worth that kind of money. I admire and respect individuals who earn that kind of money.
Are you stretching yourself?
If you are not stretching yourself and setting your expectations higher and higher each time you reach an income threshold, how can you become more successful? Do you need to make $1-million per year? Maybe not. However making $30,000 a year is not a stretch and I do not consider that to be successful. Can you live on $30,000 a year? Sure you can! The question is: Is that really what you want?
Value comes from a knowing that you deserve your success. If you do not believe that you are worth the money, success and recognition, then your results will be fleeting. We have all seen athletes and Hollywood stars who make huge amounts of money and then spend it all on booze, drugs, cars, carousing and other excesses. This lifestyle has lead to the deaths of many people, for example, John Belushi. Part of the reason could be that they do not feel comfortable with—or feel they deserve—all their success or all their money.
Likewise, it is staggering to read the lottery statistics about the number of people who win millions and are flat broke in less than 18 months. One US study found that 80% of lottery winners are bankrupt in less than five years. They don"t value themselves enough to manage that amount of money.
The same theory applies to sales people. Those who are successful value themselves and plan for continued success. As their career evolves so does the amount of money they want to earn.
I have started asking people what they would do if I wrote them a cheque for $50,000,000. Where would they live? What cars would they drive? What would they "do"? I find the answers I get intriguing. I get to see the people who value themselves and know exactly what they would do. Many people have no idea what they would do. The same is true for many sales people. If you don"t know what you would do, it means that you have no plans for your success. If you are not thinking and planning to be successful then chances are you will continue to get the same results as you did last year.