Dave Kahle is a consultant and trainer who helps his clients increase their sales and improve their sales productivity. You can join Kahle’s “Thinking About Sales Ezine” online at www.davekahle.com/mailinglist.htm. Contact Kahle at The DaCo Corp., 3736 West River Dr., Comstock Park, MI 49321; or 800-331-1287.
Some risks will turn out well, and others will become failures. Regardless, the simple act of trying something different and new will help you. You’ll gain confidence in your abilities, and you’ll learn from both your successes as well as your failures. Your life will expand, you’ll grow wiser, and you’ll become more successful.
I’ve been pondering an e-mail I recently received. In it, the young salesperson described his most pressing challenge: the sales roller coaster. When things go well, he’s up, emotionally, and when things don’t go well, he’s down. The swings from up to down were wearing on him. His real question is one every salesperson must confront and successfully resolve: How do I manage to keep my emotions up and my energy high?
The overwhelming majority of field salespeople perform at a fraction of their potential because they have never been systematically exposed to the best practices of their profession. Instead, they have been expected to “learn on their own.”
