10Oct/111

What Columbus Can Teach Salespeople

Today is Columbus Day. It’s the day the United States of America marks the accidental European discovery of America.

In his book about Christopher Columbus, Laurence Bergreen made an observation about how Columbus’s search for a route to Asia was really driven by a need to prove himself. Bergreen said, “[Columbus’s] journey of recovery led to discovery.”

That sentence struck a chord because the same can be said of any setback, challenge, or deterrent that you or I face in our careers.

Columbus had been rejected many times before he convinced Ferdinand and Isabella of Spain to support his journey East. Through those setbacks, his pride had suffered, and their support allowed him to recover it.

Recovering from obstacles in your sales or management efforts (or even in your personal life), leads to discovery.

Perhaps you tried to coach an underperforming rep and she didn't listen to your advice. How could you have improved your coaching? Maybe you lost a sure-sale. How could you have changed your approach? Maybe you didn't meet your manager's expectations. What did you miss?

If you’re like most people, you’ve probably made a mistake (if you’re like me, you may have made more than one). Rather than getting bogged down in the setback, look for the chance to step-up. What lies within it? What can you learn from it?

Back in 1492, Columbus had no idea he was sailing a new ocean blue. He thought he was floating somewhere near Japan.

Was that a mistake? Was it wasted time? Or was Columbus, instead, taking steps toward something new? It was, indeed, a journey of recovery that led to discovery.

What can you learn by taking a fresh look?

- @JebBrooks

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9Aug/110

Don’t Brake Uphill

When I was 13 or 14, my grandfather decided it was time for me to learn to drive. Apparently, he was better able to judge my abilities than the DMV. Anyway, he took me up on his farm, put me in the seat of the 1988 Ford Pickup Truck, and said, “Drive.”

He gave me very little “coaching” that day. Instead he let me learn as I went. I’ll never forget how valuable that experience was. The opportunity to simply learn-by-doing still remains my preferred method of gaining a new skill. It forces me to "own" my mistakes and take greater pleasure in my victories.

There's a great lesson for sales managers in letting salespeople make their own mistakes, but the real gem came when he offered one of the few bits of advice that came that day.

As I was climbing a hill he caught be tapping the brakes.

“Never brake when you’re going uphill.”

My grandfather was a remarkably practical man, but I don’t think the double meaning was lost on him.

When you’re going uphill, you’re working harder than usual. Whether you’re working with a difficult customer, challenging a member of your team, dealing with personal issues, or driving a pickup, you've got to keep your foot on the gas. You can't tarry.

Don't brake the next time you've got to power through a tough challenge.

@JebBrooks

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22Oct/103

Optimists or Pessimists

One of the reasons working with salespeople is so rewarding is that they tend to be optimists. And, if I get a choice, I’ll take an optimist over a pessimist any time. They’re more fun. Here's why:

Half Full or Half Empty?

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9Jul/106

How To Be Successful in Sales

Do these 21 Characteristics from the 1930s hold true today?

The ingredients required for success in sales haven't changed much in the last century. At least that's my thought.  Here's what I mean...

We have an old poster hanging in our office. It's from the 1930's, I think. And, granted, it's a bit out of date, but I like it for the lessons it teaches.  It's called "Salesmanship" and it's a picture of a boat. It has various qualities the artist deemed necessary for success in sales. Of course, the term salesman is offensive -- a point I've made before. But let's take a look at the qualities (and what I think they mean). Do you think they hold true today?

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7Jul/106

Facebook’s Impact on Salespeople

I noticed a great post by Mark Hunter on his "The Sales Hunter's Sales Motivation Blog." It's about the influence Facebook can have over a salesperson's sales efforts. He makes the simple, but powerful point that its influence can be good (if, for example, your friends post positive comments on each others' walls) or negative (if, for example, your friends post demotivating things).

First, I believe strongly that social networking plays a critical role in today's selling environment. However, there are important considerations...

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