Here’s a question that has been coming up forever.  What’s most critical to your success in the job you have or the business you run:

  • Your product or service
  • The compensation plan
  • You

As a coach, I hear this question or a variation of it many times.  A person is frustrated because they are not making the money they desire.  They are looking to change jobs or companies, going to one with a hotter product.  In some cases they’ll talk about how they love the product, yet the compensation plan is unfair. What should I do?

So what gives?  Assuming that the product or service is viable in today’s market and the compensation plan is equitable (others are making great money), the only variable is YOU.

OUCH, yes YOU.  If this is something that you don’t want to face, I’d suggest you quit reading now.

In questioning many clients about their lack of success it is eye opening to them to acknowledge that the real issue was their lack of effort.  That could stem from a number of reasons like being in a position that they are not passionate about, not having a strong belief in the company they represent or not having the skills needed to thrive in their job or business.  Far worse is lack of motivation, procrastination or laziness.

The main point is that each of us must TAKE CHARGE and FULL RESPONSIBILITY for our actions which will translate into results. What is your colleague/peer doing to continually lead the company or department in sales?  Ask her or him.  They may have skills, disciplines and mindsets that you lack.  If so, learn and  implement what is missing, practice and refine them until you are as professional as they are.

In today’s environment I hear many people talk about how busy they are.  What we find is that they are spending too much time on busy work and not spending the time on the activities – prospecting and business development – that generate income.

Remember the story about the man who was offered a job, his choice was to be paid $1,000,000 or he could take 1 penny and have it doubled every day for 31 days.  By taking the penny, he would amass over $10 million at the end of 31 days.  If that penny was only doubled every other day he’d have $327.68.  This analogy holds true in business.  Pros prospect and work their businesses or jobs everyday which leads to quantifiable growth.  The amateurs work when they feel like it.  Which are you?

If this hits you alongside the head and you realize that you’d like to kick it up a notch we can help. Click on the link below and request a mid-year review and complimentary coaching session.  We’ll help you take a look at where you are at now and where you’d like to be at the start of 2014.  DO IT NOW!

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