Sales Coaching: You are Responsible

By: Cheryl A. Clausen

No one but you is responsible for your actions. But are you taking responsibility for what happens to you? You decide the actions you will or won't take. You make your own decisions. And the things that happens to you are a direct result of those actions or inactions and decisions. Placing blame, making excuses, and denying the facts hurts you and keeps you from the sales success you want. Yet, you may find that the people who are supposed to support you just make things more difficult, and they don't do what they say they will. When you know this to be true it just means that you have to take on the responsibility and take action to get it done.

There isn't any point in getting mad and inhibiting your own success. You have to keep doing whatever you need to do to succeed in spite of anyone and everything else. Take charge and create your own way that works around incompetent people and systems.

Have you ever been surprised by a prospects reaction? If you're new or it's the first time you've ever gotten that reaction recognize that you've just had a great learning experience. Now that learning experience may not have been pleasant, but you need to evaluate it so you can prevent it from happening again. Think about what went well and then try to pinpoint when things started to change. As you think about that try to figure out how you can prepare to handle this reaction in a better way the next time.

If this has happened several times before you really need to figure out what you're doing that is causing that reaction. I'm amazed how often sales people have the misguided notion that when something goes wrong that you need to ignore it and doing what you've been doing until you get different results. That isn't going to happen. If something goes badly you need to stop doing that in that way; or you can expect to continue to get results.

But you did that because someone else told you to do it. As your mother would say if someone told you to jump off a bridge would you? You will be told to do a lot of things that supposedly worked for someone else. But if the person telling you is an extrovert and you're an introvert, if their values are radically different than yours, if their behaviors are very different from yours, etc. does it even make sense that it would work for you?

You have to succeed in sales based on your own values, behaviors, and attitudes. If something doesn't feel right to you remember that's just your little inner voice telling you that you shouldn't be doing this. Listen. Not listening just gets you in trouble.

When you understand what motivates you it's much easier to take action. You alone are responsible for finding a way to succeed in sales that's right for you. You are the only one who can take the actions you know you need to take. Only you can hold yourself accountable for your actions. Motivation is what causes you to either take actions or to avoid taking actions. When you know what motivates you it's almost impossible for you not to take action.

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About the author: Cheryl Clausen can help you get where you want to be. Use top Sales Techniques get her free ecourse. Use top Sales Coaching look here.

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