A goal properly set is halfway reached. - Zig Ziglar
You can learn a lot from taxi drivers. I once rode with a young guy who told me about the difference between him and his colleagues…
“Some of my colleagues sign off when they have earned the money they want to earn per day.” he said and continued, “But I don’t understand that. If they have made a full day’s sales in half a shift, then they ought to make more money that day. So that they can afford to have a bad day later.”
And I couldn’t argue with that. It made me think of a comment made by a sales manager at a meeting earlier on. According to him, the worst thing that could happen in his team was for one of his salespeople to land a giant order on a Monday morning. For, as he explained, “Then that salesperson won’t do any more work that week, and the salesperson’s attitude also impacts the colleagues’ motivation negatively.”
I thought about the taxi ride and the sales manager’s comment when I read of a mountain climber’s attitude to reaching the top of the mountain: “A mountain climber is only halfway when he reaches the top. You have to get down again, too.”
And that makes me ask what you celebrate; what is the objective in your sales organisation? When does one actually succeed in your organisation? Specifically, what needs to happen in order to ring the bell or win a prize?
- Is it a giant order that has been underway for several months?
- Is it when you achieve the monthly budget?
- Is it when you have worked harder than your colleagues?
- Is it when you can see the pipeline growing?
- Is it when movement through the pipeline and progress through the sales process increases?
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