When I was 19, my dad made me production manager of his 75-employee kitchen-cabinet manufacturing factory. Before I officially took the job, I worked in the shop at each job and set production standards based on what I could produce at each station.
On my first official day as boss, Ozzie, our superstar cabinet assembler (main guy in the most important position), came to me and asked for a 25-cent-per-hour raise. I went to my dad for advice, and he said, “Give it to him, son.” So I did.
A week later, Ozzie returned and demanded another 25-cent raise, and he said he would quit if he didn’t get it. I went back to my dad for advice, and he said, “Fire him, son.” I went nuclear. “You can’t fire Ozzie,” I pleaded. “The place will fall apart.” “Fire him, son,” he repeated. So I did.
I dreaded the next day. But to my everlasting surprise, four guys came forward to claim Ozzie’s position. We had a contest to see who would get it. Production was up 25 percent, and Mr. Irreplaceable was replaced in less than 24 hours.
I have heard salespeople boast on hundreds of occasions:
n If it wasn’t for me we’d be out of business.
n This place couldn’t survive without me.
n I do all the selling so this place can operate.
n My sales built this place.
Those are warning chants that the end is near.
Here are 9.5 early warning signals that your sales brain has stopped functioning.
1. You think sales reports are a waste of time.
2. Everyone else does wrong things except you.
3. You get blamed for things you’re certain are someone else’s fault.
4. You think your sales production could be better – if you just got a few breaks.
5. You don’t listen to sales information in the car or do anything to further your education.
6. You’re way too cocky, cynical and critical.
7. At night you socialize or watch TV instead of read and plan your next day.
8. You go to sales calls unprepared.
9. You think most prospects and customers are dumb.
9.5 You think your boss is stupid.
Many salespeople are failing or doing poorly and claim they don’t know why or blame everyone and their dog. Many more salespeople get fired and claim or blame the same way. Truth is, they can’t or won’t face themselves.
n If you’re doing poorly and you blame “circumstances,” take a look in the bathroom mirror.
n If you get fired and you leave thinking it’s someone else’s fault, you’ll likely repeat the process at your next job.
n If you get blamed and you think it’s someone else’s fault, think again.
It may take one face-down spill in the gutter to wake you up. But it’s a whole lot easier (and less costly) to catch yourself before you fall.
Here are a few positive steps that will lead to better personal and team responsibility.
n Look at your belief system. To succeed at sales, you must believe that you’re the best, your company is the best and that your product is the best.
n Rededicate yourself to be more customer focused – not “me” focused. Customer dedication eliminates a lot of the ego problems. When you’re busy helping customers, your time to brag and complain diminishes.
n Rededicate yourself to get more educated. Listen to attitude and sales information an hour a day.
n Work longer hours. Get there an hour before everyone else.
n Get more help oriented. Help others get sales. Help customers get what they want.
n Transition from cocky to self-confident. Show it with deeds, not words.
n Transition from blaming others to taking responsibility.
n Admit the truth to yourself, and admit fault. Document what you could have done to have prevented the problem or made things better.
In order for the things and circumstances of your life to change, you must change first. Not much will happen without a change in your thought process, your attitude and maybe eating a piece of humble pie.
I have one more secret piece about job success. Go to www.gitomer.com, register if you’re a first-time user, then enter YOUYOU in the GitBit box. •
Jeffrey Gitomer can be reached at www.Gitomer.com, or email him personally at salesman@gitomer.com.
