MSP Success Magazine Feb/March 2020 | Page 23

SALES PLAYBOOK
Does Your Sales Team Bring This Essential Quality To The Table ?
A salesperson can have great products , great services , and great prices , but if the salesperson lacks GRIT , their overall production levels and success will be severely lacking . We all know there are more “ no ’ s ” than “ yes ’ s ” in this business we call sales . The key is to maintain positive momentum , regardless of the environment , competition , and rejection . That ’ s one of the reasons I underscore the importance of doing what you love and pursuing your passion . When you are operating in that space , it ’ s much easier to maintain the GRIT needed for success . To that end , here are some tips to bring that GRIT to the party .
SELF-DISCIPLINE . Do what you say you are going to do , when you say you are going to do it , whether you want to or not . When I think of my business career , it seems there were more times when I was working earlier than most , later than most , and commuting a mind-boggling amount of travel . My commitment to drive home the results trumped my desire to play around with my peers in other fun things . When I think of my involvement in competitive endurance sports , my commitment to perform in races compelled me to be in hotel gyms at odd hours to log those bike / run miles prescribed by my coaches , even though catching a few more hours of sleep or watching a little TV or something sure seemed like what everyone else was doing .
How bad do you want it ? That ’ s really the question . Here ’ s a tip to help : Figure out what your hourly rate is ( track the hours you work in a month and divide the money you made that month by the hours ), and you will then learn to better utilize the hours of the day you have . Then , stay laser-focused on your High Payoff Activities ( HPAs ).
RESPONSIBILITY . We are responsible for the outcomes we experience . As Zig Ziglar was fond of saying , “ If it ’ s meant to be , it ’ s up to me .” Top performers tend to be top performers , year after year . They deal in the same economy , competing with the same competitors , with the same products , price , and service . Yet , they regularly outperform others in the company . In fact , if they were to leave the company and go to another company , within a year , the top performers would be top performers in the new company . When you search for why , it ’ s because they don ’ t look for excuses , but rather put it all on themselves to step up and get it done .
LAW OF ATTRACTION . If you really believe you can accomplish something and be somebody , you will find the people and circumstances to allow you to thrive . This mainly involves putting yourself in places for things to happen . Again , this also highlights the importance of HPAs and staying “ out there ” and looking for connectivity opportunities .
EXPECTATIONS . Our life is a direct result of our expectations for it . In effect , we are what we think we are . When I was a salesperson , and when I was a CEO , I exhorted myself and others around me to simply “ raise the bar ." Often what stands in the way of us producing greater results is ourselves and our thought processes or our expectations .
BELIEF . If you don ’ t believe in yourself , who will ? CHURCHILL NEVER QUIT .
Jack Daly is a serial entrepreneur , international sales expert , and author of “ Hyper Sales Growth ” and “ The Sales Playbook for Hyper Sales Growth .” Learn more at JackDalySales . com . n

HAVE A LAUGH

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