| Are you a quitter but just don't know it? | | | | 3. Avoid the Quitters |
| Nobody likes to think of themselves as a quitter but | | | | Avoid co-workers who drag you down with negative |
| statistics would seem to indicate the many sales reps | | | | talk; those who look to justify their mediocre results |
| tend to quit far too soon and far too easily. In his | | | | by pointing fingers at others or at circumstances. |
| article, "It's always too soon to quit," Lewis R. | | | | Misery loves company. They'll infect you with their |
| Timberlake revealed the following: | | | | negativity and they'll persuade you to quit on hard |
| - only 10% of people actually succeed at what they | | | | work or smart work by offering reasons not to push |
| set out to accomplish | | | | harder. |
| - another 10% accept defeat and try to resolve | | | | 4. Hang out with Winners |
| these feelings by turning to various obsessions | | | | Get to know, work and hang out with the winners in |
| - finally, 80% of the population simply endures their | | | | the office, the top producers; the best of the best. |
| frustration and blame their lack of success on | | | | Ask them questions. Learn. Observe. Absorb. You'll |
| circumstances | | | | see they do the extras here and there. Copy them. |
| While not referring specifically to sales reps and | | | | Winners don't quit. They finish the task. |
| perhaps a bit harsh, Timberlake's statistics are | | | | 5. Find a System |
| probably not that far off the mark. The percentage | | | | A system is a step by step way or method of doing |
| of exceptional and truly unexceptional reps is | | | | something. It might be a good opening statement, a |
| proportionately small while the vast majority of sales | | | | killer voice mail template, a technique to get past a |
| reps sit somewhere in the middle. | | | | get keeper, a way to handle smokescreen |
| Being in the middle of the pack does not constitute | | | | objections. Find out what the best of the best do, |
| failure but it does beg the question why aren't more | | | | steal it and apply it. This will reduce frustration and |
| reps exceptional? | | | | discouragement and increase success. The net result |
| Timberlake's take on the issue is that the number | | | | is less tendency to quit. |
| one reason why people do not achieve higher levels | | | | 6. Do it Now! Implement Your System Immediately |
| of success is because they quit too soon. By quitting | | | | and Stick to It |
| he doesn't necessary mean throwing in the towel. He | | | | Make a small poster with the words "Do It Now" |
| means giving up on actions that lead to success. He | | | | printed in big letters. It's your new motto. When you |
| means stopping short. Folding too soon. For instance, | | | | find your system or you learn a new technique, skill |
| instead of 75 dials a tele-sales rep might 'quit' at 60; | | | | or process, don't wait to implement it. Apply it |
| instead of reaching 25 decision makers for the day | | | | immediately. The sooner you start, the sooner you'll |
| they settle on 20; instead of taking a half hour to | | | | master it and reap the benefits. Don't wait till |
| read a skills newsletter they quit and watch The | | | | Monday. Do it now. Then give it your best shot by |
| Simpsons. | | | | sticking to the plan. It takes a little time for results. |
| Why do Sales Reps Quit | | | | Don't give up if you don't get immediate success. |
| First, it's easy to quit; there's nothing complex about | | | | 7. Get Some Skin in the Game |
| it. The rep simply stops the effort when all that was | | | | Here's a heck of way not to quit: get some skin in |
| required was a little perseverance and elbow grease. | | | | the game. This means investing YOUR money and |
| Second, quitting is rewarding. Yes, rewarding. When a | | | | your time in self development. It might mean buying |
| rep ceases an activity (such as cold calling) the | | | | a sales book, investing in a webinar, purchasing a |
| frustration or rejection stops immediately. | | | | sales DVD or downloading a MP3 recording. Once you |
| Third, there is no immediate consequence. Quitting a | | | | reach into your pocket and spend your hard earned |
| task is very personal, silent and unseen, and there is | | | | money you'll find you want to quit less and get an |
| no immediate reprimand. | | | | ROI more. |
| Fourth, taking action means change and change is | | | | 8. Work a Half Hour Longer |
| uncomfortable even if it is good for the rep. Many | | | | Come in 30 minutes earlier or stay 30 minutes longer |
| reps take the path of least resistance and quit at this | | | | each day. An extra half hour a day amounts to only |
| stage instead of enduring the short period of | | | | 2.5 hours per week but that means 10 hours per |
| discomfort. | | | | month or 120 hours a year. Imagine the dials, |
| Finally, Timberlake points out that many people quit | | | | connects, visits, presentations and the sales you will |
| simply because they don't know how to take | | | | make with an extra 15 days a year? Too tough? |
| decisive action to change their circumstance. | | | | Start with 15 minutes more a day and you'll still get |
| 10 Decisive Ways To Take Action and Not Quit | | | | incremental results. |
| If you sit in the middle of the pack and suspect you | | | | 9. Set Targets |
| might be "quitting" on yourself, here are ten decisive | | | | Everyone knows targets are important so commit to |
| ways you can take action, avoid quitting and succeed | | | | a set of goals every day. Set meaningful goals and |
| in sales. | | | | then post them in front of you so you don't quit |
| 1. Ask Yourself This Question | | | | when you are five dials short of one decision maker |
| Ask yourself, "Is this what I want to do right now in | | | | contact away from achieving your objective. |
| my career?" If it isn't, if you're doing the sales job | | | | Whether it is an activity goals (e.g., dials, contacts, |
| out of desperation and hate it, get out. This is the | | | | visits, etc.) or a revenue goal (or both), set it and |
| legitimate time to quit. If your heart's not in it you | | | | push yourself to get it. Make the extra calls. Push |
| won't have the motivation. But if you think you can | | | | yourself for the extra visit. Git 'er done. |
| do it, then give it your best shot and continue | | | | 10. Find a Cheerleader, a Coach and a Conscience |
| reading. | | | | Whether it's your manager, a peer, a mentor, a |
| 2. Shut up and Take Responsibility Now | | | | friend or a spouse, find someone to act as a |
| Stop being a victim. Victims give up. Stop the | | | | cheerleader, a coach and above all a conscience. |
| irresistible temptation to whine, lament and excuse | | | | Share with them your daily targets and report the |
| your behavior. Don't blame your manager, the list, | | | | results to them every day. They'll give you high fives, |
| prices, product and the economy for your less than | | | | they'll give you advice or encouragement or they'll |
| stellar results. Say to yourself, "Okay, things aren't | | | | give you a little frown. Whatever the case, you win. |
| going so well, what am I going to do about it?" This | | | | Now you know what to do. Go out and do it. And |
| question puts the onus on YOU and no one else to | | | | remember the famous words of Winston Churchill, |
| take responsibility for your success. | | | | "Never, ever, ever quit. |