In the morning, I received an email from a client. His new sales rep had quit. “He just gave up,” I was told.
Later that same day, after I had pushed away from my desk, my phone rang. It was a second new sales rep calling to tell me, “I had the BEST sales day! Without doing anything differently than the day before, I picked up a number of appointments with high-profile prospects, including one at our local hospital. I’m so excited I just had to call you! And to think I had so much self-doubt recently.”
I wish I could explain it.
I wish I could say to a new sales rep, “Just do this, this, and this for X number of days and the dam will break. You will see signs of success. That’s how it works.”
But that’s not how it works.
For some unknown reason, two new reps can set out in search of success, armed with similar capabilities, making similar sales calls, receiving similar advice and experience two different outcomes.
Why?
My best guess: Effort. Diligence is the single most important characteristic a sales rep can have. You are only a failure if you quit trying. Sales is hard but the elements of success are completely in your control, especially how hard you try.
To the rep who quit, I hope you find success elsewhere.
To the rep who is flying high, remember, this pattern will repeat itself. Take note of the fact that there is a gap between the effort and the outcome and it can be weeks or even months. Know that when next you struggle, it is finite. Work through it.
And don’t quit. Make the calls. Make the calls. Make the calls.
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Bill Farquharson never quits (although he is rethinking his golf game). He can be reached at 781-934-7036 or through his website, SalesVault.pro
