An ecstatic rep came into my office to declare that he had just made the largest single sale of his career. His impressive negotiating skills had resulted in another significant signed contract. His jubilation was short-lived, however, once he considered the impact this sale would have on his future sales goal.
We have all heard the successful salesman’s refrain, “This sale will throw me under the bus next year.” This reminded me of other well-worn expressions: “I’m only as good as last month’s sales,” and, “I won’t brag about a good month, so please don’t talk to me about my bad month. I already know and it hurts.”
What are the areas a motivated sales professional should concentrate on to avoid this rollercoaster of ups and downs?
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