Find Your Sales Bliss
By Steve McCann
rare that one can find more up’s and down’s in a career than you’ll
find in the selling profession. A prosperous month and life is
good. A down month and job dis-satisfaction reigns supreme.
It is so very common that one’s job satisfaction is tied directly to
their production. It’s hard not to experience some of this as a
professional salesperson – I mean come on – how many vocations have
a measuring stick as clear and defined as monthly sales production?
of these examples found within your sales force?
month / bad month production
of ownership/professionalism in their work
of enthusiasm for their work
list, huh? Many salespeople let their production (the destination)
dictate their job satisfaction instead of letting their daily
activities (the journey) provide them the purpose and fulfillment
they seek. It’s a trap that causes inconsistent production,
sporadic motivation and in the end – burnout!
what’s the solution to creating a long term, successful sales
career? The answer is to live your bliss!
bliss is that activity or experience that when doing it, you feel
truly alive. Time slows down and you find real meaning and purpose
in what you are doing. When you find your bliss and incorporate it
into the practice of your work, you’ve just discovered the secret to
passion and high performance. Everyone has their personal bliss
that excites and motivates them. When we are engaged in these
activities we find it easy to commit to the practice. Discipline
and will power are not a struggle because we love what we are doing.
there actual salespeople who live their bliss and excel in the sales
profession? Yes, they are called “Specialists”.
generalists are the majority, they do what most others do and get
similar results. Of the 80/20 rule they make up the 80% who produce
the 20%. When the market for the generalists’ product or service is
not in high demand they tend to experience a drop off in production,
which in turn can cause stress and if it lasts too long—they may be
forced to exit the company or industry all together.
Specialists have developed a creative approach to their profession.
Specialists enjoy top of mind awareness, are the highest paid
salespeople in the world and exhibit a natural passion for their
work. When we encounter a person who is passionate about the part
they play in their work, we are witnessing vocation excellence.
Think about it, enthusiasm is contagious and in a time of similar
pricing and products, enthusiasm often makes the difference. If you
want to experience a dramatic shift in your passion and performance,
try these tips:
One – Utilize the 20-10-5 Rule: List 20 things you most love to
do and gain enjoyment from. Is it baking, golfing, smoking cigars,
swimming, fantasy sports, coaching, public speaking, sailing,
technology, running, lifting weights, bowling, pottery, event
planning, skiing, gardening/harvesting, playing music, wine tasting,
the top 10 that fit the following criteria:
these activities be incorporated into the practice of my selling
activities (prospecting, presenting, closing, follow-up, client
retention etc.) and have a positive impact on production?
I see myself doing it week in and week out with enjoyment, said
another way, could I find it easy to commit to the practice and
make it my specialty?
where we really need to think outside the box and be open-minded in
developing a creative approach. Here are just a few examples of
what top producing specialists have incorporated into their work:
salesperson loved to cook and bake, so she put her bliss to work
and would bake treats of all kinds and deliver them to
prospective offices in need of her company’s services. As an
add-on bonus she would teach prospective clients some helpful
hints on cooking/baking free of charge.
Another salesperson loved to exercise, a self-proclaimed gym
rat, used her joy of working out to share nutritional
information and even train many of her prospects and later
clients a few times a month as a free add-on service to her core
guy incorporated public speaking into his prospecting activities
and found various forums to speak on behalf of his industry as
well as his products/services. In a very short time he built
credibility and a large book of business because of his bliss.
golf enthusiast helped his clients with their golf swing.
are probably some clubs/organizations that get together and share a
similar bliss as you do or other places to practice your bliss and
develop relationships. The only limit here is one’s own creativity
and imagination. Narrow the list to the top five that you most love
to do and start enjoying your work! The key is to be creative!
Two – Declare Yourself a Specialist: Using one or more of your
top five develop a creative brand message and deliver it
effectively. For example, the “Technology Lady to the _____
industry,” or the “The Friendly Fisherman for your financial peace
Three – Commit to the ‘Musts’ of Your Job: Company requirements
such as attendance at all meetings, completed paperwork turned in on
time, parking in designated employee parking, etc. are examples of
the ‘musts’. The professional salesperson is the one who
complies with the requirements of their employer. Prima Dona’s
abound in the sales profession. Don’t be one of them. Selling is one
of the most time flexible professions available; this is good news
and a major benefit to this vocation. In a 40-hour week, it’s
possible that your musts may only require 5 to 10 hours of your
time, leaving 30 hours or more to ‘Live your Bliss’.
inferred throughout these three tips is this: Do what you love to
do and be of service while doing it. Service to others will make
you successful in any endeavor you choose. So now, go get creative
and enjoy the daily journey. Before long you’ll be searching for
ways to slow your business growth. Not a bad problem to have!
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