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Top Sales Professionals Make No Excuses

Top sales professionals in every industry possess the one thing that the salespeople who struggle just to make quota don’t, self-discipline.

By
Jeb Blount
July 18, 2010

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I just finished reading an amazing book by Brian Tracy titled No Excuses. In No Excuses Tracy focuses on the reason why a few people succeed while many others fail. The reason is not what you might think. Success has little to do with education, money, background, or family. Studies of successful people demonstrate time and again that they simply have the self-discipline to do the things unsuccessful people are unwilling to do.  It doesn’t mean that they like doing these things anymore than other people – just that instead of procrastinating or making excuses they take action.

Pay in Advance for Success

It is the same for sales. Top sales professionals in every industry possess the one thing that the salespeople who struggle just to make quota don’t. Top sales professionals have the self-discipline to do the hard things in sales. Do these top performers enjoy cold calling, prospecting or the other activities required for success in sales – of course not. They don’t enjoy these activities anymore than the salespeople who are failing. Like any red blooded sales pro they enjoy closing the sale. However, top sales professionals know that to get the close they have to pay in advance with these activities. The salespeople on the bottom know this too but, instead of taking action, they make excuses.

Independence Day

This week, here in the United States, we celebrated our most important national holiday – Independence Day. It is a day on which many here reflect on the blessing to have been born in a country where anything is possible and anyone, no matter the economic background, culture, race, or religion, has the opportunity to succeed.

Is it America a perfect? Of course not! We are a country wedded in paradox.

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