I had a great question this week; now that I know what I love, how do I get over the stuff I hate?
This may seem long & involved… so bear with me.
#1 – when you think of the “stuff I hate”, regardless if it is the activity itself OR how you’re going about it… write down the result you are trying to accomplish instead of what you don’t like.
#2 – as you are looking at the result, as yourself a tough question: for me to be successful do I need to accomplish insert result here at all?
I know that seems like a crazy question, but last year I actually STOPPED doing something I hated, because I realize the result is outdated & I don’t need it anymore. Seriously!
A different question you could ask is: If I don’t do insert result here will anyone even notice – ever?
#3 – if you can’t give up the result (because it is important – not because it’s too hard to change your habits) lets take a quick look at how to
change the way you accomplish the result
In my personal dream world – I could delegate all the stuff I hate to do that has important results. Don’t roll your eyes at me! I said in my personal dream world 1st.
Unfortunately in sales, most people don’t have anyone to delegate to! That said, some people have a front line manager who believes in taking that stuff off your plate.
Here are a few examples of things I did (when I was a manager) to do just that for the salespeople who worked on my team:
- run down internal issues & resolve them (both pre- & post-sale)
- call on someone higher in a prospect/customer organization “manager to manager” to solidify our position in the account
- work through strategy as a team on big deals, to make it less overwhelming on what still needed to be done to win
Therefore, if I did it… perhaps your manager would be willing to help you too (seriously, think of it as an internal sale – if you don’t ask w/the business justification that it will allow you to keep selling – they can’t say yes).
On to the un-delegate-able (no I don’t know if that is really a word)
Go back to your results list, take a look at what you want to accomplish – instead of how you have been getting there.
Need an example? -in sales, understanding the emotional response is important.
Why that example? well I am not at all empathetic as a person; zero, zilch, nada – really don’t care.
That doesn’t make me a bad person, I am compassionate, but I don’t pick up on other people’s emotional signals (just ask my husband who has kicked me under the table numerous times).
So I look at the result “understanding the emotional response” and go back to my I love list to figure out a new path to the result.
- I love the joy of a strategy working
- I love being able to change my own perspective
- I love making a game out of something boring and create fun
Then I start to use those to achieve my result. I made a game out of learning the physical and verbal cues people give for different emotions. I scored my game by reducing the number of times I get kicked under the table (for the record, it hasn’t happened in a long time now). It is something I look at NOT as emotional, but as information about the other person.
All that said – the question to ask yourself is how can I use what I love, to achieve insert result here?
There may be things that you need a coach, friend, or manager to work through with you – the more extroverted you are, the more likely that will be. Find someone you trust and ask for help!
Our goal here is to reduce the eye rolling and heavy sighs that take away the energy, enthusiasm, and passion we need to be successful in sales.