As Art wraps up in the final chapter of AYCDIAYCD, he reminds us that we have heard a lot of fundamentals discussed in his book, all designed to help us win. You can perform all of them and make a lot of money and have a lot of worldly success, but if you don’t have your priorities straight, you’re still going to be a failure.
It’s not worth the effort to win in your business life if you fail in your personal life, with your spouse, your kids, or other personal relationships.
Here are four “don’t blow it” warnings to be aware of:
Warning #1 – Don’t compromise your integrity
Everybody faces temptations every day that call for compromises. You might say that “everybody does it” or “nobody will know”, but eventually your discretions will surface.
Throughout my career I (Doug) have seen many successful salespeople fired as a result of integrity issues. Most companies terminate employees much quicker for matters like these rather than business mistakes, even if those screw-up’s cost the company more money.
Warning #2 – Handle your money wisely
If you aren’t wise and conservative in the personal financial area, you’ll also blow it. Adopt the philosophy of being “lean and mean”. Remember that the sales business is deceptive. During the first 18 months you will ride a roller coaster of good streaks and deep slumps. The worst thing you can do is to go make a major purchase or a financial commitment after having a couple of good commission months.
Don’t get sucked in by the “fake it ‘til you make it” theory just to impress your friends so that you can secure more referrals, or make them think you’re a big deal in the company. Don’t forget that people can smell a phony a mile away, so live below (not within) your means and SAVE YOUR MONEY. Establish an emergency fund equal to 3-6 months income, because believe me; you will eventually need to tap into it. The commission sales business, especially early on, is a business of momentum with some up’s and lots of down’s.
Warning #3 – You can’t be selfish or self-centered
Don’t catch the self-itis disease. Don’t view other people’s success as a threat to yours. Don’t say “me”, “my”, and “mine”, instead of “the team”. Don’t forget that there is a law of giving that says; the more you give, the more will be given to you. I realize it sounds corny and maybe even biblical, but it’s true. Help other salespeople around your location and it will come back to you. Support your sales team and your local management and your stature will grow as a team leader. Be a mentor to the new reps that join your company, and when you do, mysteriously good things will begin to happen for you. I don’t pretend to completely understand the principle behind this, but it happens. And finally, when you give of yourself, give to help and not to get, because your motive is critical.
Warning #4 – Have the right priorities
Successful salespeople know the secret of living a balanced life. You must stay physically healthy in order to enjoy your business success when it comes, so take time to exercise and pay attention to your health.
Many salespeople take their families for granted, but, rest assured, your family won’t take care of itself. Even if you have business success, you won’t have anyone to enjoy it with if you lose your family. Give family the same attention to detail that you give your working life.
Additionally, as success comes many people become way too materialistic and begin to take credit for their accomplishments, rather than give credit to God. Regardless of what religion you practice, by ignoring your spiritual life you are denying yourself the inner peace and strength that can carry you through the tough times, and will keep your head clear to make the right choices and decisions.
Art concludes by reminding us that from this point forward your life is a blank page. If you fill it with the spiritual, family, and health principles mentioned, your success will be a hundred times more enjoyable when you reach it.
Speak Your Mind about how you have dealt with one or more of these four critical areas while trying to win in business. What was the outcome of your efforts, and was it worth it?
©2013 Robinson Training Solutions, LLC