Sales 101: Winning vs losing, the deciding factor

“What’s the difference between winning and losing?”

A coworker asked me this question a few days ago. My first thought was, “It depends. Why do you ask?”

To me, winning is being a better version of yourself every day in order to get a reward. Success is working tirelessly at the fundamentals, so they become second nature. You win when you’ve worked with a coach on your weaknesses and transformed them into strengths.

Losing is  when you don’t enjoy the journey to get where you finished. The only way you lose is when you take yourself out of the game, job, assignment or sale by quitting.

Ultimately, you are the deciding factor between the two.

So how do you keep yourself from quitting when sales times get tough? Military.com says it best in these 8 tips on how to successfully complete Boot Camp. I’ve tailored it to fit our circumstances:

1. Shut Up and Listen
The basic rule of thumb is that you should respect authority. Another way of putting it: listen first, ask questions later.

2. You Don’t Make the Rules
Don’t argue with your sales leaders, seek to understand them. They’re there to help you grow and reach your goals.

3. Pick Me
Be careful what you wish for. Top sales performers tend have higher goals and more stress. Standing out can have its rewards, but be prepared to handle the extra responsibility.

4. Prioritize
In sales, your life is going to be broken down into two piles: things you want to do and things you have to do. The temptation will be strong to procrastinate. Don’t. Take care of what you have to first.

5. Stay Focused
Like boot camp, sales is 80% mental and 20% physical. Don’t get discouraged or give up. Set long term goals but stay focused on the task at hand.

6. Help Your Peers
The sooner you learn to work as a team, the sooner life will get better for you. Sales is about being part of the team. It’s great to be at 110% of goal, but the success of the team is dependent on everyone, not just yours.

7. Break the Rules at Your Own Risk
The rules are there to guide you in the right direction and maintain brand integrity. If you veer off, make sure it’s in your client’s best interest and the numbers support your strategy.

8. Do Not Question the Logic Behind What You’re Doing
Just about everything you will do in sales has a purpose; there will be times when you will want to question why you are doing something. When in doubt, reference your sales playbook. If you still have questions, then ask your sales leader for clarity.

What would you add or take away from these 8? Post a comment below. We’d love to hear your thoughts!

Joy & Coffee, Michelle

Leave a Reply

Fill in your details below or click an icon to log in:

WordPress.com Logo

You are commenting using your WordPress.com account. Log Out / Change )

Twitter picture

You are commenting using your Twitter account. Log Out / Change )

Facebook photo

You are commenting using your Facebook account. Log Out / Change )

Google+ photo

You are commenting using your Google+ account. Log Out / Change )

Connecting to %s