Having a great plan isn’t enough. The problem is that we all have an Achilles' Heel. Frank Belzer’s post, “5 Ways to Restore Your Sales MOJO for 2013!”, offers great tactical advice and provides an outline for a sales plan.
I’m a good planner, but consistent focus and discipline can be a challenge. Like many of you, I suspect, I alternate between firing on all cylinders and a semi-stalled engine. When I’m on my game, I’m very focused. For me, 2013 is about keeping my sales mojo and paying more attention to my Achilles' heel.
As a teenager, I loved science fiction. I was a Star Trek fan, read many books by Ray Bradbury, Issac Asimov and Kurt Vonnegut. My favorite though was J. R. R Tolkien’s Lord of the Rings. Tolkien’s Trilogy, preceded by The Hobbit, was his life’s work. He literally created the languages and developed ' of history for his stories.
While his works are based on the classic “good vs. evil” metaphor, they're also about struggle, adversity and the human condition. Bilbo (The Hobbit) goes on an adventure which challenges his complete being. In The Lord of the Rings, his oldest cousin, Frodo, is tasked with the unthinkable - saving the world from evil. Despite the overwhelming odds against these lovable Hobbits, they somehow found the will to continue and thrive, driven by a purpose for which neither asked nor knew they possessed.
Salespeople face enormous challenges, including rejection, disingenuous prospects, loyalty, politics, unaligned self-interest and even themselves. What is your Achilles' heel? Can you identify and describe it? Are you doing anything about it?
I believe the biggest challenge which salespeople face is looking at them in the mirror each day. Whether it’s the challenge of Commitment, Desire, Outlook, Rationalization, Willingness to Change, Open-Mindedness, Humility or Tenacity, we need to honestly identify and work on them each day. We'll make mistakes, but continuing to put one foot in front of the other is the essence of what Star Trek's Captain Kirk referred to as the "human condition".
My challenge for you is to identify your sales force's Achilles' heel, put a plan together to address it and stoke the fire each day.