It was September 1989 when I first launched Sales Initiative. Such was the excitement of seeing the first issue roll off press we decided to hold a party that evening in our Fulham offices.
I recall it like yesterday, Black Box’s ‘Ride on Time’ was playing in the background and fueled by ‘one beer’ I decided to give Sales Initiative a proper launch. Making my way to a window of our 3rd floor offices, I grabbed a helium balloon, attached issue # 1 and let it set sail.
It was a flop, both business model and flight. The issue was too heavy for the balloon and my business was chronically underfunded at the eve of a recession. However, undeterred for the moment, I returned to the window with another issue and this time attached just the front cover to balloon number two. Success, it rose high into the London skies heading for – in my imagination – the hands of a London advertising agency seeking a new magazine to spend thousands with!
Some twenty five years on and I’m still on that ‘Si journey’, undeterred about the route there and 100% focused on where we will one day be. Sure, we’ve had a few “pit stops” on the way and the product continues to change during the journey, but my mind is fixed on arriving not leaving.
And so we come to the Monday morning sales journey you and thousands other are about to take – I suspect with differing levels of motivation? If you’ve rocked up to the office buzzing this morning, well done but read on as this still applies to you. If, however, you haven’t, your stomach feels as though it is around your ankles and you just know your first call is going to go horribly wrong – don’t worry about it! You are a human being and your clients are too.
It’s natural to have peaks and troughs of energy and recognising this is the first step towards managing it. The great news is that there is only one switch in your head that you need to flick in order to turn things around this morning, and by focusing on where you will be come the end of the week is a great way to trigger it. It might be a bag load of orders or simply having shaken the hand of a new prospect you’ve always dreamt of cracking – only you can decide where you will be.
Every sale is a journey, some more bumpy than others, some long and some short. However, they all start with the finish and it is up to you where that will be. So take time out this morning to decide where you want to be this Friday and then go one step further and congratulate yourself in advance – right now!