I’m a big believer in doing the right things daily. Good routines become habit and consistent hard work beats superior talent which trains inconsistently.
This was ever so true in my first sales job. The company at the time had a philosophy in which all sales people come to the office bright and early (7:30AM) and everyone also returned to the office after 5:00PM (not a minute earlier). Important to point out that no one was ever assigned accounts or territories too conveniently located close to home! In today’s work from home, highly wired world this would often be viewed as rather archaic or militant at best. The point of it was that being in sales, especially for newer people, can be rather challenging and the goal was to create an environment where people had to be out on the field of play. If you were out on the playing field you had a chance to win.
Back in the office bull pen had a bell which was rung if you closed a deal, any deal. Deals ranged from a few thousand bucks to sub $100K. It was great to see the poker face on people as they walked in and guess whether or not the bell was getting rung and a deal posted up on the board. The contagious energy and excitement for selling was nothing short of awesome.
When I got into more complex, longer sales cycles, and larger multi-million dollar deals the dynamics surprisingly changed. There was so much maniacal focus on closing the deal with the stakes being so high – often viewed as life or death. Closing the deal was expected and rather anti-climatic. Wins often left you feeling with a sigh of relief and thinking to yourself – Thank God that came in!
The high end sales game can definitely lead to burn out or disatisfaction if you don’t celebrate your victories. I’ve run high performance teams for over a decade and make it a point to do my best to celebrate the victories with the team. Corporate culture will keep you on the treadmill forever and keep raising the bar. It is critical for people to feel value and take the time to soak in a good victory.
- Make sure you take the time to recognize your team if you are the sales leader for wins.
- Don’t assume the annual club trip is enough to keep your top sales people around.
- Top sales want to: be around winners, learn something new, make money, and be part of a work hard play hard culture.
What are you doing to celebrate your victories? (this applies to work and home by the way)
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