You’re a competent sales consultant, right?
Given current economic circumstances, your results aren’t too bad, right?
Why bother to put a lot of time and effort into self improvement?
If you believe the pundits, the road to wealth is investment.
If you look at it from the perspective of investing in assets to increase your wealth it starts to look a little different.
Other than a house and a car, the only asset anyone has to produce income is their skills, knowledge and ability that they can offer to someone in return for income.
It is common knowledge that the better the asset the more people will pay for it. It is no different when you consider your skills, knowledge and ability. These are the assets you posses, so the higher the level of your skills, knowledge and abilities the higher price you can receive.
Value is relative. That is value can only be measured when you compare it with something. For example, in the case of a sales consultant their value is measured in terms of the finite results they produce. That is compared to the expected outcomes agreed upon, your KPIs.
Take a moment and reflect on how frequently you exceed your KPIs. Do you consistently exceed them? Or have they become the ceiling of your results?
I do not believe there is an individual on the planet who cannot improve in some aspect of their life. I’d be very interested to meet such a person.
If I am correct then it is logical to assume that each and every sales consultant in the company is capable of significant improvement in performance.
That is not to say that our consultants are not trying, or coasting, not at all.
Recently we had a discussion on expectations and how limiting, or liberating they can be.
Let’s go one step further and look at how you can invest in ourselves to produce a better you.
Think back to the time when mobile telephones were built like bricks. All you could do was either take or make a single call. Look at them today. The range of applications is mind boggling.
It is said the shelf life of a new computer model is about three months before an improved model is on the market. The rate of change in life is constantly accelerating and we need to be growing and expanding just to keep up.
So, investment in your skills, knowledge and abilities is vital if you are to realize your potential and live the successful life you want.
How do you do it?
Let’s look at it from the perspective of your professional life, although the same principles apply to your personal universe.
The very best professionals in any activity have a very thorough grasp of the basics of the activity and they continually revise the basics as well as look for the latest developments in their craft.
I recently sent an email to all consultants offering three e-books on selling skills. I am not surprised at the identity of those who responded.
It is no coincidence that those who responded are already producing good results, in spite of the difficult economic times we are facing.
This ties in completely in the level of expectation we have. If your attitude is, “near enough is good enough” then you have already lost the battle. I cannot emphasize enough that your expectations are what you create for your future. It is rare to exceed what you expect.
Even when you exceed your expectations, how strong is the urge to downplay the results and assign the cause to something other than yourself? “I was just lucky,” “Good fortune,” “It just fell into place.” All these statements go to undermine your strength as they deny the fact that any success is usually the result of YOUR effort, creativity, determination and courage.
Accept credit for what you can, and have achieved. Recognise however, that by tomorrow, today’s success will be history. Continuous effort, creation and action are the only paths to continuing success. To be able to do more you must know more and you can’t know more unless you take every opportunity to learn and develop.
It is human nature to want stability and predictability in our lives. But doing the same old things each and every day will never stretch you and bring about development. It is only when you step into the unknown, open your mind to new experiences, knowledge and viewpoints that you develop.
Unless each week, each day, each moment is a journey to continuous improvement, you will fall behind. It is far easier to be in front of the game than forever trying to catch up.
So, how do you start on the road to continuous improvement? You look at the successful people around you. Ask them what they do and how they do it.
It is a fact that if a successful person does something and you do the same thing, you will be successful. You may not do quite as well as the successful person, but that is only because you haven’t yet got the experience of doing the successful action.
You read books, listen to cds, read industry journals, you listen to your peers. It doesn’t mean that everything you read and hear will necessarily be beneficial, or applicable to your particular circumstance. But constant exposure to new information, viewpoints and experiences will have a cumulative effect and you will become far more professional in every way if you seek to learn.
We are unique individuals, and will put our own spin on whatever we try to do. That will produce a variation in the result and you must be prepared to do something new quite badly at first.
With practice, you will improve and, if you persist, learning from every mistake, you will master any skill, knowledge or ability.
- Ask questions.
- Read books.
- Observe successful people.
- Be prepared to try.
- Persist and you will succeed.
Living by Giving
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