For some people, being able to get by is just enough. For others, and particularly those in the sales business, there is a drive and a motivation that will take you beyond your comfort zone. If you want to be a true success in this business, you need to be able to shoot forward from your familiar surroundings, and conquer unknown territories. That could mean expanding your market to new areas, or it could mean jumping into new technologies that could set you apart from the competition. Those who stand still will remain where they are, but the world will keep turning. You need to keep up, or you will get moved to the back.
Good is Great, Great is Better
Your sense of accomplishment should not be downplayed. Without a feeling that you have accomplished something of importance, you may find it hard to get the motivation that you will need to carry on to bigger things. Do not let yourself get comfortable with the accolades that “good” will get you, however. Many make the mistake of thinking that positive feedback only comes in one form. You will need to push your levels higher to find out what lies beyond “good.”
We are Endurance Runners by Nature
Human beings were not meant to sprint. Joint damage, losing your breath, tearing a muscle, these are all the signs of overexerting yourself. We are endurance runners; we take even strides, we keep a pace, and we get to our destination when the other guys are out of breath. Do not sprint to your sales, because you will burn yourself out. Keep a steady pace, day to day. When your competition pushes itself as hard as it can, maintain your speed and watch as they trip over their own feet. Put your energy in the long term of the race, and let the new guys burn themselves out.
There is No Finish Line
One sale will lead to another. Improving profitability means being able to expand operations. In business, there is only an endless horizon to follow. If you set your sights on one location, you will invariably burn out once it is reached. Your real goal should be the ability to sustain yourself and your business, and to sustain your expansions. The longer that you are in the business of sales, the easier it will be to recognize opportunities to raise the bar without wearing yourself thin.