The True Starting Point

Old Young Women


Greetings my friends in Sales!

Have you heard the term, “Beginning with the End in Mind?”  It encapsulates the practice of establishing what the destination looks like before taking the first step.  It’s the starting point for constructing and navigating the map of the journey.  In subsequent posts I will share some thoughts on how a high performing salesperson might work in setting goals, creating his map, and navigating the voyage.

For this post, I would like to summarize the key aspects of the material covered to date. In many respects I believe the content attempts to encompass the essence of the true beginning point of any journey: A clear understanding of where you are now!

Let me start by reinforcing this thought; ” The map is not the terrain.” As a high performing sales professional, my success is linked directly to the clarity of the lens  through which I see the world; and the degree to which the map that I have created to navigate it, accurately reflects the terrain as it truly exists.

As you  read the summary below, have you thought about my view of the terrain and the lens that informs it.  Do you think my map is accurate?

Those things that are most personal, are most general.”  Just like I cannot expect to cram for the harvest, The Golden Rule governs consistent behavioral consequences in response to my actions on both my internal and external worlds.

“Keeping the Main Thing the Main Thing.”  If customers are not buying, I am not successful. If I am not constantly looking for ways to personally engage buyers (to understand and meet their needs), chances are I am not focusing on the highest leverage activities that will result in the outcomes I am seeking.

Understanding “Power” and who has it.   I do not sell, my customer buys!  This was a very powerful realization for me and it took many years to internalize.  Choosing how I spend my time and how I make make commitments based on this awareness (part of my power), has a major impact on my productivity and internal balance.   Think about how you might respond to the immense power of an oncoming 50-foot wave?  One could exert tremendous energy fighting the wave for a return of only fatigue and stress; one could give up and allow the wave to consume them, or one could learn to surf and leverage this tremendous power as a guide to the destination facilitated by the surfer.

Yes, the high performing sales person is an expert surfer!

If you have any questions on these topics I encourage you to look through my previous posts for more discussion.   Of course, I would be delighted to hear from you!

Your Salesman for Life!


Quote on my mind: “Let every interaction be an opportunity to lift the other up”

Being Proactive

Gabby Andrrew

Greetings my friends in Sales!

Let me start our visit with a question. If you had to observe a behavior that is consistently demonstrated by every highly performing sales person, what would it be? At the top of my list would be the highly developed practice of “Being Proactive.”

What do I mean by this? Before going into the short answer, I encourage you to read through  Habit 1 of Stephen Covey’s novel “7 Habits of Highly Effective People.” In this section on private victories  he talks about four unique compositional elements we possess as individuals in our common life experience.  Covey points out that the most highly developed and successful people, are those that manage life experiences, regardless of external conditions, in a proactive manner!

Now the short answer: being proactive is the practice of increasing the space that exists between stimulus and response; and being consistent in using this refined awareness to keep promises made to one’s self.

To clarify, let me ask you to think about an achievement  in your personal or professional life that brings you satisfaction? To what degree are you able to credit the outcome to your success in delaying gratification; and to consistently following a plan that credible sources would agree was sound?

My take away thought for today…. We are fast approaching the time of year that many in sales would say is the slowest.  Are you being proactive in keeping your pipeline development commitments…? If yes, I humbly salute you!

Your Salesman for Life.


Quote on my mind: There is no standing still.  We are going either forward or backward.


What is Personal Power?

Bar Harbor Light House 2.jpg

Greetings my friends in Sales!

I must apologize for the time that has passed since my last posting.  My intent was to publish something weekly and I have found that other obligations and my desire to publish thoughtful content have made this goal more challenging than I should have anticipated.

A short thought and very important life principle for me. The word “power” can be defined as “the ability to influence.”  Part of being a highly productive sales person lies in my ability to consistently make and keep promises to myself.  Doing this builds personal power and failing to do this has the opposite effect.

At the end of the day, my own grounding is based on my sense of personal reliability.   Further, my ability to influence others, perhaps in no greater measure, is directly related to my ability to influence myself.  Think about this!

My takeaway; Think about your commitments, no matter the size, before you make them.  If you don’t keep a promise, acknowledge it and correct what you can.  Don’t be too hard on yourself and be tenacious in your life long commitment to developing this golden character attribute.

Let me close by first thanking my wife Reguina for her consistent, patient example.  Second I ask your pardon and that you allow me to commit to Biweekly postings for the remainder of 2017.

Your Salesman for Life!


Quote on my mind:   What you are doing is screaming so loudly I can’t hear a word you are saying!