I am always intrigued when people say to me ‘I would love to be the number 1 sales person’ or ‘the number 1 sales leader in the company’, and when I ask them what they are doing about it, more often than not, they do not have an answer. It seems that they see what others are achieving and simply wish they could have it as well, not understanding exactly what it takes to achieve high results in sales and sales leadership.
The results just do not happen overnight, and yet to many people, successful sales people and sales leaders appear to be an ‘overnight success’. They see the results of their work and often say to themselves ‘I’d love to be them’, or ‘I would love to have what they have’. The reality is, is that nothing could be further from the truth – they are not an overnight success. These sales people and sales leaders are successful because they understand and have prioritised something from day 1 – and that is, preparation. They understand that preparation is the key to sales success. Continue Reading