In 2009 All Business initiated a new sales contest – Sales All Stars. The goal is to promote the career of sales and to recognize those that excel in this very tough business! I hope you have taken time to look into recommending someone you know for this award.
Yet, can’t we all become a Grand Champion in what we do? What does it take? The following Success Factors:
- Skill to perform to your best
- A strong work ethic to use your time and resources wisely
- A goal that is clear, written and attainable
- Competitive spirit to dig in and give it all you’ve got
- Emotional intelligence to weather the ups and downs
The following are also immportantk though not indivudal factors
- Having the right ‘goods’ that fit the situation
- Collaborative teammates who are supportive, skillful and in the right roles
I saw all of these in place last weekend – not in a sales situation – in a sporting event. We spent 16 hours on a bus and 24 hours in a convntion center for the Jamfest Super Dance Nationals. My daughter’s team came in as the unknown team from Wisconsin and were determined to make their mark. The competition is over two days with scores only posted after Day One.
In their two genres – jazz and pom – they did well after Day 1. Fourth place for Jazz and First place by a tiny margin in Pom. We thought it was a good first day. Then were told that Day 2 is worth 2/3 of the total score at the end. The coach, Kate Fabbri did a great job in coaching the girls and explaining what they need to do to advance to the win in poms and place in jazz. She expressed her belief in them, review the judges’ comments and then got them practicing – they even raised their level of difficulty the week before.
On Sunday, the dancers (24 of them) spent time together getting ready to ‘bring it on’. After the jazz, we knew they did well. And for poms they performed better than they had all year (which is saying a lot since they haven’t yet lost this season). It was energetic, spot on and the dancers looked like they were having fun. The short story? They placed with a 3rd medal in jazz and WON pom. More importantly, they scored so well they were also named junior champions.
It doesn’t end there. The top scorers are also in contention for the GRAND champion award – which involves judges selecting the team they feel had entertainment value, etc. The girls were named the Grand Champions!
Isn’t it the same in sales? We need all the Success Factors listed above to be the Grand Champion and win the big deals. And still having the right ‘scores’ isn’t always enough. We need to bring that ‘something extra’ to our sales calls that makes us memorable, trusting, and respected so that the prospect WANTS us to win with them.
I hope you will make time this week to strengthen one of the Success Factors so you can be a Grand Champion in your sales this year.
Think about the most successful sales pros you know – do you see these Success Factors in them? What else would you add to the list?