Live in the Now

Sales is about now, recently, lately, today. There is no way to sugar coat this, but the sales world lives by "what have you done for me lately?". This may not be fair, or right, but it's the truth. I have always sold and managed according to this. I know that it doesn't matter what I did 5 years ago, or even last month. In a just world, sales reps get the credit, commission, and accolades accordingly.......and then everyone moves on. EVERYONE forgets, and is only focused on what is next.

As a sales rep , it will work in your favor to initiate the next step, the vision, the goals, the acknowledgement that the past is past. Nobody wants to hear about what you have done, only what you are doing. Generally, when you hear repetitive comments about the past, it's because the present looks vulnerable.

So, as cold-blooded as it may sound, to succeed in sales, you must embrace the "what have you done for me lately" way of life. If you're as good as you think you are, then you should be able to answer that question with pride and confidence. Don't grow complacent. When you land a big deal, congratulate your team, pat yourself on the back, and then start preparing for your next opportunity. Complacency will set you up for defeat.

**. The Texas heat has arrived. The season has begun where a Texas salesperson must take multiple shirts to make it through a day of presentations.