Elite sales performers have a definiteness of purpose backed by a burning desire. Desire is what drives a salesperson to do the tough things that need to be done. It is their “why.” When times are tough, they don’t allow themselves to wimp out. The path to greatness begins with desire. We have to know what we want in order to get it. Top salespeople have clearly defined what they want and are focused on achieving their goal. A desire to achieve these goals gives them strength and vitality.
Salespeople often say they want to reach a certain income or need better sales. However, people frequently need or want things that they don’t get. A major reason for this is a lack of desire.
In salespeople, a desire to achieve their goal means they will make sacrifices and investments to attain their goals. Top salespeople don’t stand in their own way. If something needs to be done, they do it, they commit, regardless of how it makes them feel. Poor salespeople don’t have the same kind of drive which makes it easy for them to wimp out and not do the uncomfortable things that they know they should do but can't bring themselves to execute.
Without desire our goals are simply dreams, something that we imagine would be nice but likely will never achieve. We must define what our goals are and strive to achieve them. Compile a plan and follow it. As long as we truly know what we yearn for, desire will kick in and make us do what is necessary when we hit the hard parts of our plan. If we only do what we have always done, we will always get what we have always got. Desire leads us to growth and achievement which converts dreams to reality.
- Jody Williamson
Executive Workshop Join us for this two hour interactive workshop. You will discover strategies to effectively manage your salespeople past the barriers that have been holding them back and onto the success they want and the success your business deserves. Learn More >>