“Winning isn’t everything, it’s the only thing!” How many times have you heard this or similar quotes about sports or success in life? Although wanting to win and looking at key measurements of how successful you are may be tempting, it is often not the right piece of the puzzle to analyze. Imagine an athlete with all the right clichés in his or her mind…but no training or practice. Even Vince Lombardi might not be able to get that athlete to outperform their competition.

How does this relate to sales? Whether you are a salesperson thinking about maximizing your income in 2005 or an owner or manager looking to motivate your salespeople… which end of the sales “cookbook” are you focused on? If you are like most people, it is purely an analysis of results. Did we sell or not? This all too common attitude leads to disappoint, fear and often times failure.

The real key to success in sales, or in life for that matter, is to determine the key behaviors necessary to reach the end goal. Results are a piece of the equation, but most of the emphasis should be on tracking the key behaviors that set you up for success. In sales good examples could be dials, contacts, appointments booked, referrals…know your key numbers and focus on them, not the Results. Think about this as you attack 2005, or ask for help from Sales Concepts at 440-575-7000.

P.S. Sales Concepts has a new redesigned website, as a result these messages will begin coming from Sales Concepts, Inc. tlopriore@salesconceptsinc.com. If you enjoy reading our Ideas to Sell More and have a spam filter you may wish to add tlopriore@salesconceptsinc.com to your approved list.

March & April classes are now available online at http://www.salesconceptsinc.com/schedule.aspx.

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