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December 31, 2008 at 07:00 PM
I am frequently asked what I think the single most important factor is in determining the success or failure of a salesperson. My response is often met with surprise, because most people expect me to say something about the necessity of hard work and product knowledge, or the importance of a positive attitude. While these factors are certainly key components of achievement, in my opinion, the critical ingredient in determining success is one’s ability to stay focused on the accomplishment of meaningful goals.
Unfortunately, far too many sales-people look at the goal setting process as a burdensome numbers drill imposed upon them by their sales manager. It’s been my observation that both success and failure leave a trail and everyone is self-made, but only successful people are willing to admit it. Unsuccessful people don’t set goals and have a common tendency to blame circumstances, events and other people for their lack of focus and determination.
