One of the biggest hurdles I find with sales professionals is the lack of connection with their responsibility and what it takes to fulfill that responsibility. Simply showing up isn’t enough. It requires that you wrap your mind completely around the responsibilities you have in order to create the right level of action necessary to succeed.
What responsibility, what duty do you have? There are several and I’ll touch briefly on each:
- You have a duty to your customers and prospects. There are people and organizations with specific pain and you have a solution to address and resolve this pain. You have a very specific duty to these customers and prospects to find them as quickly as possible and connect them with the solution to their challenges.
- You have a duty to your employer. You are being paid to achieve results. Showing up and making calls isn’t what you’re paid to do. Let’s be real on this topic: You are paid to close business — period. Simply calling on accounts, managing your territory, making presentations are part of the job but what you are really paid to do is to close business. To not close business each and every day is to not meet the obligation of your professional duty.
- You have a duty to your family. Sales provides you with the unique ability to make your family financially secure, not just for the short term but for the long term. I have raised five children and throughout their years growing up, one of the first things they would daily ask when I got home was, “Daddy, did you sell anything?” It was and is a great question. They understand the connection between my success and what I can provide to them as well as the security I provide when I am financially successful. It is my duty to create a secure financial future for my family.
- You have a spiritual duty. In Colossians 3:23-24, the Apostle Paul writes, “Whatever you do, work at it with all your heart, as working for the Lord, not for human masters, since you know that you will receive an inheritance from the Lord as a reward. It is the Lord Christ you are serving.” Your spiritual duty to God is to work in a way that honors Him. To accomplish this, you must be 100% plus in. You can’t just decide not to bring your “A” game one day; that shows tremendous dishonor to the God you serve.
I would love to say that I have always honored the duty and responsibility I have. That would be disingenuous. But I continue to strive, each and every day, to improve on what I am doing to meet my personal obligations, duties and responsibilities as I’ve outlined above.
By the end of this year, the book I am writing will be published through Amazon and will provide a deeper insight into this topic as well as several other sales-related topics. Be sure to keep an eye out for it.
In the meantime…Go honor your responsibility and your duty!