The Multiplying Factor In Sales Success
Mark has an attitude! Mark had worked in an operational capacity in the plant of a mid-western uniform enterprise for over eighteen years. He had held practically every job in the yield end of the business, from janitor to purchasing. One morning the owner of the enterprise called Mark into his office to discuss a new job assignment. Mark was floored when the boss asked him to come to be the company's sales boss and take over the marketing department, which included the areas of sales and service. Mark had never sold before, nor had he managed more than a combine of habitancy in his operational assignments. Now he was being asked by the owner of the laundry, at my recommendation, to supervise a sales team of three people, a route sales staff of nine and three service managers. My hint was primarily based on my observations of Mark as he gave me a plant tour a year earlier, as I started my engagement with this client.
After working for a tiny over a year in the sales manager's position, Mark more than doubled the estimate of sales over the previous year, even though he had let one of his sales representatives go for poor perform-ance. After two years, he tripled yearly sales levels and had to ad several more routes to cover the increased business. His route sales were up significantly over the previous reporting period and buyer keeping levels were at an all time high as well. With really no selling back-ground or buyer taste and tiny chance to carry on a large group of habitancy in the plant, how did Mark accomplish the success levels that eluded the previous sales manager, who had nearly twenty years of sales and sales management experience? If you could meet Mark, you would promptly see what makes him a success.
Mark has an attitude! I observed Mark's safe bet attitude on my first and several subsequent visits to the plant. His great attitude alone was the surmise for my hint to his boss to have Mark head up mar-keting for the firm. Mark made some mistakes as he took over the reins of the group before he was trained and coached. But a few mis-takes could be anticipated from his lack of formal training and promotional experience. However, Mark's safe bet attitude quickly helped him to over-come this lack of taste and set an climate in the group that produced unprecedented sales success levels. He is so safe bet and optimistic that he is contagious.
For most professionals, achieving and then consistently maintaining a high level of success is difficult. For some, it is a frustrating and futile exercise. Like a someone on a diet who never seems to find just the right formula for losing weight and then keeping it off permanently, achieving consistent levels of management or sales success eludes most managers and their representatives. All too frequently sales professionals drift in and out of success producing sales and management activities and never accomplish the long-term patterns of success they are seeking.
As I have studied the success patterns of top sales professionals from all types of industries and from all parts of the country, I began to make an consuming discovery. I learned that for the 20% of the sales habitancy who sell 80% of the goods and services in the United States, achievement or failure is controlled in large part by their strong, overPowering will to succeed--an attitude. The top sales producers in this country are driven to succeed, giving them a multiplying factor in generating consistent sales success. This achievement drive, attitude, or "personal motivation," is the traditional force leaders employ in attaining consistent sales productivity and high end ratios. From this research, I learned that sales success for any boss or sales pro is possible, if he or she correctly applies achievement drive principles that top sales professionals consis-tently use. Once I learned how achievement drive (attitude) worked for sales people, it became clear that it was also the Power in the lives of all successful habitancy (managers, parents, athletes, administrators, volun-teers, etc.) helping habitancy to accomplish higher levels of personal and profes-sional success than their peers.
How could Mark double and then triple sales levels in his laundry, while letting one of his sales representatives go? Why are some habitancy like Mark able to overcome a lack of experience, terrible adversity and obsta-cles to accomplish greatness, while others, in spite of every advantage, turn their lives into a disaster? The acknowledge is quite simple. Those that are successful in life have learned how to create an overPowering desire to succeed. They have mastered the art of programming themselves to build the achievement drive needful to furnish consistently high levels of success.
Studies at major universities show that successful habitancy from every field of exertion have a greater need to accomplish success than their peers. No one ever attained a consistent pattern of success that didn't have this burning desire to supervene internalized. This desire, in turn, gives achiev-ers the energy, stamina, enthusiasm and compelling personal motivation to attain their goals in life. Psychologists tell us that when you see your-self succeeding, the very idea of success alone can often make a sig-nificant difference in the outcome of any objective that you might have.
People are motivated and directed by their dominant idea patterns. successful sales managers and representatives have learned to build an broad attitude of optimism, expectations of success and a foresight of themselves succeeding by normally programming their biocomputer to be successful. This programming, once in place, is the edge that pulls them toward their dreams and ideal future. You too can apply these same principles and program yourself to attain much greater lev-els of productivity and sales success and furnish higher success levels in all things else that you do in life.For a tool to help you build the multiplying factor, check out the Getting An Edge self directed learning manual at: http://TheSellingEdge.com/manual2.htm.
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