Sales Legends are incredibly focussed. Not just on winning the deal but on exploring new business within the client, thus simultaneously developing their future and enhancing the client relationship. They are also appropriately focussed on their personal affairs, thus living a relatively well organised and stress minimised life.

Again, we need to take a holistic view of focus to ensure a good life balance for the busy sales executive. To maximise effectiveness everywhere in your life, you need to be focussed on what is important at that moment in time. You need a clear vision and understanding that your priorities are in the right order, and that they take place of focus at the appropriate time. Simply put – when at work focus on work, when at sport focus on the sport, when at home your focus is on family, friends and relaxation.

Your order of priority needs to be adjusted according to where you are, so for example at home your first priority should be your family and relaxation but a second priority is your work, as they can sometimes overlap even with the best laid plans of mice and men! You need to be able to switch quickly from one to another, and back. This way you will minimise stress, and overload.

At work your priority must be work, your client and sales process and unless it is an emergency, or an important occasion that will impact your life if you do not give attention.

People without the ability to appropriately prioritise and focus are the ones who usually burn out!

The Sales Legend is always working on personal, and business, networks to be truly connected. 

On the business level they will be incisive in knowing who really matters, no matter what level they are in society, the workplace, or demographically.  

They are great listeners, yet only speak of things that interest their audiences. They inspire people with passion, energy and personal charisma. They will hear the rumbles of the underground but never engage in idle gossip. 

They often enjoy a good sense of humour and demonstrate high levels of tolerance. They are trusted by their company and their clients.

They will protect and grow their reputation, even taking it as far as building a personal brand.

A Sales Legend knows that who they are, and who they are perceived to be, will dictate the level of access they can enjoy and the doors that are open to them. 

Your reputation often precedes you, particularly in the houses of power and influence.

A Salespersons success and, to a large degree, their future career will be dictated by one thing only – their reputation. It is a profession where reputation matters more than most other professions.

Doors are opened to you based on your reputation. You receive job offers based upon your reputation. You will be promoted or fired based upon your reputation (of course, your numbers also form part of your reputation). You will receive management support relative to your reputation.

Thus a salesperson must protect and build their reputation as a priority in their lives.

Ensure Your Reputation is Solid.

Excerpt from 999 Legendary Selling For The 21st Century

Tomorrow is the first day of the rest of your life. Cliché maybe, but ever so true!

Few people are successful and happy, but those few that are, will plan their days to maximise their enjoyment and productivity, and to minimise negative impacts.

Now I don’t mean for a second that you should be boring, and not have impulsive moments. That would not be my kind of day at all. However, if you have a plan, then the opportunity to have positive impulsive experiences is increased.

How can this be?

Well, if we know where we want to go, and what we want to achieve today – then when an impulsive opportunity arises we immediately know if it takes us away from our goals, makes no difference or even helps us get closer! Then we know what to do in most situations that arise, with a relaxed state of mind, confidence and a smile.

So, what do you want to achieve tomorrow?

To achieve this, what frame of mind need you be in?

How should you be dressed to improve your chances of success?

What time do you need to awaken to ensure you look and feel good, and are where you need to be on time?

An example:

Let’s say you want the guy, or girl, at the bus stop to notice you, and you want to apply for a new position in another department.

You will need to be in a positive frame of mind, so you need good sleep, be calm and radiate positive energy. You definitely need to be smiling.

Your dress needs to be interesting, yet professional to achieve both objectives. You should be comfortable but feel amazing, make sure that outfit is ready to go the evening before! You know shoes cleaned, clothing ironed and brushed etc.

Lastly, plan your schedule to arrive at the bus stop 5-6 minutes early, in a calm state of mind and say ‘Hi ‘to that guy or girl, ask them what they hope their day will bring.

 Plan for tomorrow, set out with a goal or two in mind, and enjoy your day!

You Are Amazing - Have Fun!

There are many sales people out there, similarly there are many actors out there, what they share in common is that only a very few make it to the top.

Sales Legends are not born. They are not made. They develop from the results and actions of people with the talent, who have the passion and the commitment to learn. They have the tenacity to apply what they have learnt intelligently in the field. They sweat in training, actively seek out and adopt mentors, and then motivate themselves to keep practising until they truly excel at their profession. 

Why are there so few?

I challenge that it is because many will settle for  ‘good enough’ and believe that to earn more money, they would have to work much harder, give up lifestyle or do things that are unethical. Some even change companies to get lower targets. In my many years of sales leadership experience, ‘good enough’ seems to be interpreted as somewhere between 85 and 110% of target achieved every quota period.

The problem is, too many of you are sitting out there in your comfort zone, happy enough with ‘good enough’.  Yet if I
could reach out and touch you with the magic wand of motivation, you may amaze yourself. You could exceed all your own expectations, you just have to make the commitment to excellence, and follow through with the elements in this guide.

To be an average achiever is absolutely OK if that is good enough for you. I firmly believe that to be happy in life, many of us only need to meet our own expectations. The world needs you too! With average results most of you will retain your jobs and have decent lifestyles and maybe that is enough for you.

However, I meet many sales people out there who want to know how to achieve much more.
They have more than just hunger. Hungry people when fed, may rest feeling satiated. These potential high achievers are restless, and need always to be moving toward lofty goals to satisfy their own needs for achievement and recognition.

It is entirely possible, although probably hard to believe, that by working smarter, applying oneself with greater commitment and lighting the fire of passion it is possible to significantly increase your success, and therefore your income. You do not need to give up your life, your family and have no time for yourself.
You don’t actually have to work longer hours, you may even be able to work less hours and have more quality time for your family, friends and hobbies.

Comfort Zones are a dangerous place for sales people, and even more devastating for the companies that allow them to flourish. Again, I challenge you when I say that in many organizations sales targets are set too low, or Sales Leaders are too tolerant when they accept repeated performances below 100%.

Please click the link to read an interview with Terrie Anderson on Australian Women Online.