I’ve decided to write ten consecutive posts during ten consecutive business days, each that will offer an idea that salespeople can implement during this weird time. Manufacturer sales professionals will be challenged with travel bans and system integrators will be challenged with their end-users not choosing to see them or not being there at all. So, what can you do?
Idea #10: Ask yourself this question: “What can I do now that will make me proud in one year?”
During my high school senior baseball season, I had very high expectations for my team and myself. A week before the season started, I strained a hamstring in practice and was held out of a preseason tournament that had a lot of exposure. I had to sit there on the bench for four games and watch my teammates. As we rolled into our second preseason tournament, I was ready to roll, and it showed. In game two, we beat Miami Opa Locka Pace in extra innings, with me batting two for three against future Major Leaguer Alex Fernandez and throwing out a pinch runner trying to steal second base in the last inning (I was a catcher). The next day, I hit two home runs against Ft. Lauderdale Cardinal Gibbons, who would go on to win the state championship that year. Finally, I got a chance to shine after hurting myself. I couldn’t wait to see the headlines the next day in the newspaper. I was wondering if they’d want an exclusive interview with me. I woke up the next morning, grabbed the paper and there it was … a small mention on page seven of the sports page.
I was overly sensitive and needy for attention at that time of my life. I needed that headline. I needed to see my picture. It didn’t matter that this was an out-of-conference preseason tournament that didn’t really mean anything. I wanted my attention. I was to self-conscious to stomp my feet like a three-year-old, but I wanted to. This snub really put me in an emotional tailspin that impacted the next several games.
I’m embarrassed by that attitude. I’m embarrassed by the way I handled that situation. I’m embarrassed that I was so emotionally weak that I needed that superficial, external feedback to make me happy. I’m embarrassed that I allowed it to impact my performance and my teammates. I’m embarrassed by my behavior and actions… and that was over three decades ago.
When I arrived at the Sacramento airport on Friday, March 6th and read the news about the ISC West Exhibit in Las Vegas being rescheduled, the Coronavirus pandemic became real to me. That night, on my flight home, I didn’t work like I usually do. Nope, I watched a movie and then did some thinking about the next few weeks. I had no idea our situation would be where it is today, but I knew we were in for uncertainty. As I’ve done many times in the past during uncertain times – following 9/11, during the 2008/09 downfall, and while starting Vector Firm – I recalled my behavior and actions during my senior high school season and pledged to act differently. I might make mistakes, but whatever I do will make me proud in a year from now. I wrote that down, and I wrote down the answers, too. Below are some of the items (most have been added since that flight):
- I’ll invest time in making Vector Firm Sales Academy the very best virtual sales training program in the world.
- I’ll wake up every day at the same time as usual – 4:55.
- I’ll fix my nagging plantar fasciitis.
- I’ll provide ideas and leadership to Vector Firm’s followers and to our industry.
- I’ll provide leadership to my wife and daughter.
- I’ll catch up on all those house improvements that have been bugging me.
I’m making some mistakes, I’m sure. But I’m busting it right now. I’m playing first grade teacher with my wife every morning and spending the rest of the day playing small business owner. I’m keeping a positive and realistic attitude and not getting absorbed in the things I can’t control (I need to do a better job at this, but I’m extremely pleased with how focused I’ve been and how little I’m checking the news).
In short, I’m proud of myself. I know in a year from now, I’ll be even prouder. Ask yourself this question. Answer this question. Read it every day.
Writing these ten posts has been a very cool experience. Thank you for reading and for your comments – they really do make my day (I guess I still have a little need for external feedback 😊).
