The Multiplying Factor In Sales Success

Mark has an attitude! Mark had worked in an operational capacity in the plant of a mid-western uniform company for over eighteen years. He had held almost every job in the production end of the business, from janitor to purchasing. One morning the owner of the company called Mark into his office to discuss a new job assignment. Mark was floored when the boss asked him to become the company's sales manager and take over the marketing department, which included the areas of sales and service. Mark had never sold before, nor had he managed more than a couple of people in his operational assignments. Now he was being asked by the owner of the laundry, at my recommendation, to supervise a sales team of three people, a route sales staff of nine and three service managers. My recommendation was primarily based on my observations of Mark as he gave me a plant tour a year earlier, as I started my engagement with this client.

After working for a little over a year in the sales manager's position, Mark more than doubled the number of sales over the previous year, even though he had let one of his sales representatives go for poor perform-ance. After two years, he tripled yearly sales levels and had to ad several more routes to cover the increased business. His route sales were up significantly over the previous reporting period and customer retention levels were at an all time high as well. With literally no selling back-ground or customer contact and little opportunity to manage a large group of people in the plant, how did Mark achieve the success levels that eluded the previous sales manager, who had nearly twenty years of sales and sales management experience? If you could meet Mark, you would instantly see what makes him a success.

Mark has an attitude! I observed Mark's positive attitude on my first and several subsequent visits to the plant. His great attitude alone was the reason for my recommendation to his boss to have Mark head up mar-keting for the firm. Mark made some mistakes as he took over the reins of the department before he was trained and coached. But a few mis-takes could be expected from his lack of formal training and promotional experience. However, Mark's positive attitude quickly helped him to over-come this lack of experience and set an atmosphere in the department that produced unprecedented sales success levels. He is so positive and optimistic that he is contagious.

For most professionals, achieving and then consistently maintaining a high level of success is difficult. For some, it is a frustrating and futile exercise. Like a person on a diet who never seems to find just the right formula for losing weight and then keeping it off permanently, achieving consistent levels of management or sales success eludes most managers and their representatives. All too frequently sales professionals drift in and out of success producing sales and management activities and never achieve the long-term patterns of success they are seeking.

As I have studied the success patterns of top sales professionals from all types of industries and from all parts of the country, I began to make an exciting discovery. I learned that for the 20% of the sales people who sell 80% of the goods and services in the United States, achievement or failure is controlled in large measure by their strong, overpowering will to succeed--an attitude. The top sales producers in this country are driven to succeed, giving them a multiplying factor in generating consistent sales success. This achievement drive, attitude, or "personal motivation," is the primary force leaders employ in attaining consistent sales productivity and high closing ratios. From this research, I learned that sales success for any manager or sales professional is possible, if he or she correctly applies achievement drive principles that top sales professionals consis-tently use. Once I learned how achievement drive (attitude) worked for sales people, it became clear that it was also the power in the lives of all successful people (managers, parents, athletes, administrators, volun-teers, etc.) helping people to achieve higher levels of personal and profes-sional success than their peers.

How could Mark double and then triple sales levels in his laundry, while letting one of his sales representatives go? Why are some people like Mark able to overcome a lack of experience, terrible adversity and obsta-cles to achieve greatness, while others, in spite of every advantage, turn their lives into a disaster? The answer is quite simple. Those that are successful in life have learned how to create an overpowering desire to succeed. They have mastered the art of programming themselves to build the achievement drive necessary to produce consistently high levels of success.

Studies at major universities show that successful people from every field of endeavor have a greater need to achieve success than their peers. No one ever attained a consistent pattern of success that didn't have this burning desire to succeed internalized. This desire, in turn, gives achiev-ers the energy, stamina, enthusiasm and compelling personal motivation to attain their goals in life. Psychologists tell us that when you see your-self succeeding, the very thought of success alone can often make a sig-nificant difference in the outcome of any objective that you might have.

People are motivated and directed by their dominant thought patterns. Successful sales managers and representatives have learned to develop an overall attitude of optimism, expectations of success and a vision of themselves succeeding by regularly programming their biocomputer to be successful. This programming, once in place, is the edge that pulls them toward their dreams and ideal future. You too can apply these same principles and program yourself to attain much greater lev-els of productivity and sales success and produce higher success levels in everything else that you do in life.For a tool to help you develop the multiplying factor, check out the Getting An Edge self directed learning manual at: http://TheSellingEdge.com/manual2.htm.

VIRDEN THORNTON is the founder and President of The $elling Edge®, Inc. a firm specializing in sales, customer relations, tradeshows and management training and development. Clients have included Sears Optical, Eastman Kodak, IBM, Deloitte & Touché, Bank One, Jefferson Wells, and Wal-Mart to name a few. Virden is the author of Prospecting: The Key To Sales Success and the best selling Building & Closing the Sale, Fifty-Minute series books and Close That Sale, a video/audio tape series published by Thompson Learning. He has also authored a Self-Directed Learning series of sales, coaching & team development, telemarketing, and personal productivity training guides. Check them out at:http://www.TheSellingEdge.com/Book1.htm

Vir den teaches for the Center For Professional Development, Texas Tech Uni-versity at Lubbock, Texas and in the School Of Entrepreneurship, J. Willard And Alice S. Marriott School Of Management at Brigham Young University, Provo, Utah. You can contact Virden at: [email protected], or learn more about him at: http://www.TheSellingEdge.com

In The News:

$22 million pledged for Fort Smith runway extension  Northwest Arkansas Democrat-Gazette
Good luck finding good luck  Fillmore County Journal
Sales Consultant  IT-Online

3 Hot Ways To Crank Up Your Sales

1) QUICK FOLLOW-UPSWhen you make your first sale, follow-up with... Read More

How to Spellbind Your Prospects in 10 Seconds!

You've got yourself 10 seconds to HOOK your prospects or... Read More

Theres a Referral for Everyone

I worked for years as a mortgage loan officer. During... Read More

The 12 Dumbest Things Salespeople Do

We all make mistakes and some salespeople seem to make... Read More

4 Reasons Why the Sale is Not Made

When sales are down, a salesperson must begin to take... Read More

Three Types of Salespeople

"There are three kinds of salespeople; those who make things... Read More

7 Sales Techniques To Differentiate You From The Competition

You have a choice. You can stand out or blend... Read More

Training for Trade Shows - 5 FAQs

Trade shows are so obvious. You go. You hand out... Read More

The Clock is Ticking on Your Leads

Every day is critical when you are in the business... Read More

How To Improve Your Sales Skills

One of the biggest problems for many business owners is... Read More

Acquired Expertise: Attitude and Confidence

"I recommend the 5.8 GHz Digital Phone, because it suits... Read More

The Choice between Yes and Yes: A Psychological Revelation

Three year old Kara was throwing a tantrum. She didn't... Read More

Get Leverage & Increase Your Sales Results Immediately!

Have you ever started something and not completed it? Or... Read More

Sales Skills for the Non Sales Professional

Have you ever wondered how in the heck you're going... Read More

Closing The Sale

Several weeks ago I asked my Newsletter subscribers to send... Read More

Less is More: Quick Tips to Improve Your Sales

I'll be brief. If not ? I'll negate my own... Read More

Marketing Vs. Sales

Marketing and sales co-exist and work in tandem beautifully if... Read More

How Can A Smelly, Hissing Goose Teach You To Be A Business Leader?

In the 1990's we lived on a farm in Iowa.... Read More

In Sales The Biggest Rolodex Wins

How many names do you have in your business Rolodex?... Read More

When Youre In sales Always Aim Higher

Yesterday I did a sales training program for a great... Read More

How to Achieve Sales Goals by Focusing on Activities

When I broke into sales in 1986, I read several... Read More

Multiply Your Sales

When Thomas Edison's light bulb finally burned for 45 straight... Read More

Customers - Always be Focused on Them

I was looking at some promotional literature and web sites... Read More

Maximize Sales and Minimize Returns with Learning Styles

In the day-to-day operation of an online business we can... Read More

How To Achieve Excellence In Sales

Most people are always striving to better themselves. It's the... Read More