Who Is Counting On You?

This is a short post about self-discipline, the Master Key to Sales Effectiveness. Read it with an eye towards how you spend the rest of your day. Let a it motivate you a little bit.

Your Company

Your company is counting on you to identify the new business that they need in order to grow.

They are counting on you to identify the dream clients for whom you can do your best work, and for whom you can produce results beyond anything they imagined.

Your company is counting on you to produce the results that salespeople produce. Your company is counting on you to increase the number of clients they serve and the number of opportunities they are pursuing. Your company is counting on you to increase their revenue and their profitability. They are counting on you to find a way to help them make a difference.

Your Dream Clients

Your dream clients are counting on you to differentiate yourself, making it easy for them notice you in a crowded marketplace. They are counting on you to help them identify you as someone who cares enough to help them with their most challenging business issues.

Your dream clients are counting on you to help them understand their problems and to identify ways in which the obstacles to better performance can be overcome. They are counting on you to help them create a vision of a better future and the story of they how they can get there. They are counting on you to help them sell the story you create together throughout their whole organization.

Your dream client is counting on you to help them to lead the change effort that results in better performance and better outcomes. They are counting on you to own the result that you sell and that you promise.

Your Company, Redux

Your company is counting on you to hand off all of the information you have gained from your meetings with your dream clients in a meaningful way. They are counting on you to share the information and ideas necessary to deliver the better results that you sold and promised.

Your company is counting on you to lead the change effort within your own company, selling inside, and managing the politics in both your company and your dream clients.

Your company is counting on you to oversee the process of creating better results, renegotiating commitments when necessary.

The Hard Sell

Knowing that these groups of people are counting on you may not be enough to motivate you to take action. It might not be enough to create the strong desire to change what needs changed. There might not be enough leverage there. But I know where to find that leverage.

Your Family: Your family is counting on you to secure their future. They are counting on you to serve your company and your dream clients in way that secures their present and their future.

Your Parents: Your parents are counting on you to be the best you that you possibly can be. Who you are is a testament to their most important life’s work.

You: Ultimately, no one is counting on you more than you are. You have to take the actions that produce your results. You have to take the actions that result in your growth and your happiness. There are obligations that you owe yourself. These obligations make you someone worth counting on. These obligations, if kept, answer the question: Why Should I Buy From You?

You have to take the actions that make you someone your family, your parents, your company and your dream clients can count on. The truth is, all of these people are already counting on you. What results will you produce today, knowing that so many people are counting you?

Conclusion

There are a lot of people that are counting on you to produce results. Your company is counting on you to increase their sales. Your dream clients are counting on you to find them and help them produce results. Your family is counting on you to secure their present and future. But most of all, you have to be able to count on yourself to take the actions necessary to become someone others can count on.

Questions

  1. Who at your company is counting on you? What are they counting on you to do?

  2. What are your dream clients counting on you to do for them? Who do you have to be in order for them to be able to count on you?

  3. Who in your personal life is counting on you? How much do your results matter to them and their future? Who do you want to be for them?

  4. What are you counting on yourself to do? What actions do you have to take in order to be the best that you can be? What obligation do you owe yourself?


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Comments

comments

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  • Dan

    Thank you for all the great information and motivation. Excellent work!

  • http://www.asimpleguyblog.blogspot.com Dan Collins

    Good stuff my friend. Being a person that others can count on is, from my perspective, the key difference between professionals and pretenders. Thanks again for an exceptional piece. Dan

    • http://www.santhonyiannarino.com S. Anthony Iannarino

      Thanks for the kind words, Dan. I appreciate it.

  • http://www.prospectfactory.com Ted Stevenot

    Anthony – I love the idea of taking account of “who is counting on you.” It helps a person get his or her priorities in line. For me, success in sales began in the realm of disciplined outreach.
    I am a firm believer that the better the prospecting is, the better the salesperson will be. Successful prospecting is the fuel that drives all other elements of sales. For example, with lots of qualified folks to talk to – you’ll have to square away your presentation skills and organize your follow up, etc. Sometimes committing to a single key activity can begin a domino effect – stemming from the new discipline – that brings all other pieces together.

    For me it was committing to a certain number of calls each day, each week, each month, etc. In order to facilitate my “new discipline” many other support factors had to fall in line. In the end, I began creating new opportunities for myself consistently due to my committed, hard work. I have written many articles about this. See my website: http://www.prospectfactory.com if you want hear more about prospecting as a means of prospering in sales.
    However, to engage in all that hard – and smart – work – you’ll have to know what’s motivating you. Calling to mind all the people counting on you is a good way to do so.

    • http://www.santhonyiannarino.com S. Anthony Iannarino

      Thanks, Ted. I couldn’t agree with you more on the impact of prospecting and the domino effect. I’ll check out your site.

      A