We all have aspirations, longings, dreams, desires to be better, to live better, to have a full life, to be happy. Thinking of a better place is something that no one can take away from us but that, unfortunately, we can lose. Not because it falls through a hole in our pocket, but because if we don't watch our thoughts, circumstances can make us feel discouraged or overwhelm us in such a way that we can simply forget about it.

For years in several of my conferences I have used a phrase that does not belong to me, I think I heard it from someone else's mouth and it impacted me so much that I made it my own, the phrase says “Everyone wants to go to heaven, but nobody you want to die ”We all yearn to live better, but few are willing to pay the price to realize that desire. There are times when the challenges can be so great that they overwhelm us, the emotionality that this entails can simply paralyze us, but the biggest mistake we make is doing nothing because we think we can do little. The bad thing about this thinking mechanics is that it eternalizes us in a situation that can be far from what we want to do.

There is a price to pay when we want to break the inertia in our life, when we take actions that prepare us to improve, we pay it most of the time with time, the time we spend with our family, the time we spend on leisure, sometimes the one we dedicate to rest. It's a high price, but the rewards are commensurate with the investment, to say the least, immense.

Among the many postulates of Murphy's Law is the Langsam Ornithological Axiom which says that it is not possible to soar like eagles when working with turkeys. If we look for an equivalent in our popular wisdom, we could well say that he who walks to howl with wolves is taught and although this idea has been transmitted to us with a negative connotation, it also applies towards the opposite polarity. Knowing how to surround ourselves with people with more intelligence, experience and knowledge puts us in an ideal position to develop ourselves, allowing us to absorb what others by example can teach us is one of the most effective ways to grow and not only in knowledge but also in attitude, desire, aspiration.

If we apply all this to our field, which is sales, we can say that we seek better results every day, but I see hordes of old-guard salespeople, clinging to memories of better times when they gave extraordinary results and there was not as much competition as now, refusing to be updated because after all they have many years of experience and who could teach them something? Such an attitude is, unfortunately, the worst enemy of a consistent sales team.

The evolution in the ways of prospecting, connecting and making sales presents us with a scenario in which the actors or the script or the play will continue without them. Most of us were educated for a world that no longer exists, it will be necessary to increase the effectiveness of our techniques to offer a tangible value to our clients, a true value that allows us to differentiate ourselves from the competition.

I regret to say that it will not be free, as I have mentioned there is a price to pay, it will be necessary to have the humility to recognize that it is always possible to learn something new and then learn it in order to execute specific actions and that our performance indexes go up. And I'm not just talking about training or training, I'm talking about changing the mentality of the root team, understanding that no matter how much we want it, things will not go back to the way they were years ago and that, colloquially speaking, old dogs will not only have to Learn new tricks, but become experts at them if you aspire to excel.

What price would you be willing to pay to change the course of your sales team and therefore your results? Resistance to change is understandable, but remember, the market changes daily and will continue to change whether or not your team participates in it, replacing the regrets and longings with concrete actions that generate measurable results depends on your decision to make the right decisions. things differently, however small that difference may be.

The price of being better has to be paid through continual improvement or it will be paid when competitors overtake us.

Which of the two scenarios do you prefer? 

Written by: Edgar Anguiano

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