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Michael Jordan’s Rules (Adapted for Sales) – Don't Think About the Prize
This is the 3rd in a series of rules outlined in Golf Digest by Michael Jordan on how to be more competitive in golf. I've been working on how to adapt them to be more successful in your sales career. I suppose, that at the end of it all, I'll a
dd a bunch of links and compile everything.
Rule #3 - Don't Think About the Prize, Think About the Work
Admit it, that hint of the big commission check comes into your head when you get your comp plan. You've already spent the money, haven't you.
That spiff that your VP rolled out this quarter? You're already on the beach.
Put it out of your head. Don't even think about, because when you're thinking about sipping mai-tais in Maui, you're not thinking about doing the work that is required to get there.
You're not thinking about the cold calls you'll need to make, the meetings you'll need to go to, the follow up letters you'll need to send.
You certainly won't be thinking about the work that will need to go into strategically moving your deals forward.
One of my prizes from last quarter was a trip to Pebble Beach. I didn't even realize that I was close to it until after the quarter was over. Had I known I was getting close, it would have been really hard not to picture myself standing on the #7 green (where I knocked it stiff, of course). And that leads to not doing the work involved to get there.
Little things add up to big things. Make the calls, do the follow up, focus on the things that will take to get to your number. Don't focus on what happens after you get there.
- Image by Getty Images via Daylife
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