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.

Quantum physics has shown that matter vibrates at a specific and measurable frequency.  Of course, this includes human beings.  What’s really interesting is that frequency changes based on our emotional state and we attract energy vibrating at similar frequency.

This law of nature, like gravity or cause and effect, is termed The Law of Attraction.  It means that our emotional state attracts people and circumstances consistent with what we are feeling. 

Think about salespeople who are on a roll.  Success fosters the opportunity for more success.  When they get in a slump, it's very hard for them to get back on track.  Whether you want to believe it or not, this dynamic affects us in every aspect of our lives, whether we are in sales or not.  It also greatly contributes to our happiness.

When a salesperson is in a slump, the following thoughts could manifest: 

• Business is hard right now.
• I can't seem to get anything closed.
• If I don't fix this soon, I'll be in trouble.
• This isn't fun anymore.
• I must be doing something wrong.

Imagine how this thinking might affect them.  What happens to their mood and attitude?  Are they more or less likely to conjure up bravery and passion?  And how does this affect how prospects and clients perceive them?

Consider the impact of a CEO who may exude negative energy compared to another executive who radiates passion for success, commitment to excellence, personal improvement and enormous commitment to their employees’ well-being.  My belief is that the difference, between highly successful companies and underperforming ones, is determined by the nature and consistency of its employees’ energy.

Integrating this principal into your organization isn't easy.  Witness the effort and challenges of culture change resulting from mergers and acquisitions.  It can have a profound impact on your team, company and you.  Identifying the specific non-supportive beliefs, by which your sales force is affected, is critical to the coaching and development process.  For example, a salesperson who is uncomfortable talking about money will avoid this conversation despite the agreed-upon call strategy.  Of course it all starts with the individual.  We need to bring the right attitude, state of mind, passion and energy, which our companies and teams need.

My challenge to you is to implement the following for the next month and see what happens: 

• Focus and talk about positive things and avoid the negative.
• Give people your undivided attention.  Listen to them, not about what you’re thinking.
• Keep a gratitude journal and read it daily.
• Acknowledge people as human beings, not employees.