Team Alpha 375

The Dinner Table by: Dan Jourdan Did you ever have a teacher tell you that if you copied from your neighbor and cheated during a test, you were really only cheating yourself? My daughter's third grade teacher shared this wisdom the other day in their class, and it sparked a conversation around our dinner table that night. After we all agreed that the teacher was right to give tests in order to keep the students accountable and on schedule, my daughter asked, "Why don't grown-up's take tests?". This was a real question -- one I was not prepared for. You, as a salesperson, are in school now too. You are learning every day about new technology and about old human relations. How are you being kept accountable? Everyone left unchecked will procrastinate or lose some skill. I have a tough time with this too. The last time my wife went out of town and left me alone, I found myself walking around my house all day in my underwear, watching too much TV, and eating a block of cheese the size of a car battery. And I am lactose intolerant! The point is that you need to have someone check up on you -- to test you regularly so that you can be sure you are staying on top of your game. Your test, however, can not be your sales calls. Your tests should be given in a safe environment of learning. Here is what to do: Create a study or accountability group. Find three or four like-minded salespeople and get together once or twice a month for "testing". The goal is to work with each other to keep you all on track for success. Set your own benchmarks and how to accomplish them, and the rest of the group will keep your feet to the fire. No excuses and no failing are allowed. You will find yourself throughout the day trying not to let down your classmates and going on that extra call instead of putting it off. Celebrate successes with big gifts for yourself and family. Get your whole family involved by telling them your plan and have them check on you. Join leads groups for the purpose of being responsible to give leads and referrals. This will keep you on the lookout at all times for new business. As soon as you get done with a sales call, record into your phone or tape recorder what happened on that call. Use these real-life situations for study. All of these things arguably will have you stepping out of your comfort zone. You will wind up sharing to people about your personal life and asking for their opinions and help. You will get rejected by some, and that's part of the fun of it. Remember - the pain of rejection ends with your next success. The pain of poverty lasts much longer. Of course, you can also just keep doing what you are doing now, copying what the average salesperson in your office does, and doing just enough to make quota. But then you would be only cheating yourself.