The Sales Vault

“What Got You Here Won’t Get You There” by Marshall Goldsmith

This book has a rather simple message: Congratulations on your success…but get over it! Now forget everything you know and start over.

Think about this lesson as a salesperson. There is an initial stage in your career. You’ve just started your head is full of doubt. For the first 12 to 18 months, all you can think of is when the boss is going to pull you into his office and let you go. However, you battle through, build a base of clients, and plateau at a certain sales level.

What it took to get you there included things like diligence, selling skills, and communication. While you have found some early success, there is still a huge gap between where you are and where the top-tier salespeople in your office exist. Sure, you can keep doing what you’re doing but you are likely to keep getting what you are getting.

Becoming a sales superstar requires landing much larger accounts. And that is where the author’s message kicks in. You will need to rethink everything in order to get to the elite sales level.

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