s of your current conduct. Knowledge is powerful, you would be able to take the necessary steps to eliminate your mistakes and create new success-oriented disciplines. In other words, by creating a discipline to develop future sales and to see the potential results in advance, you would be able to change your thinking, your attitude, your methodology and fix your mistakes that could cause future pain. Developing new habits to replace old ones become a natural act.

Les Brown a fellow NSA speaker said “I ain’t what I wanna be, I ain’t what I’m gonna be ---- but I sure am glad I ain’t what I used to be.”

That’s the attitude you need. Think about what you want to become and focus on your future success.

Just a small change in your mind set, just a few simple disciplines practiced every day and you will see fantastic results. As you regularly change daily errors into positive disciplines that focus on future success, you begin to experience positive results in a very short period of time. Don’t use that worn out excuse that you don’t have time for new account development. Don’t spout off about all your sales growth comes from penetration of existing accounts. Penetration is a proven sales best practice that works but that does not --- I repeat that does not eliminate the need for new account development.

The real magic of future focused disciplines is that they begin to change our thinking, our attitude and even our belief in our own succe

Sales failure is not a single, cataclysmic event. Sales stagnation, territory shrinkage and lost market share doesn’t happen overnight. Failure is the inevitable result of an accumulation of poor thinking, poor planning and poor choices. To put it more simply, failure to grow sales is nothing more than mistakes in judgment, complacency or the attitude of being in a comfort zone repeated every day.

Now why would a sales person make these kinds of errors in judgment day after day? The answer is because they don’t even realize it or even if they do he or she does not think that it matters.

On their own, our daily acts do not seem that important. A minor oversight, a poor decision, or a wasted hour generally doesn't result in an instant and measurable loss of sales. More often than not, there is no immediate consequence to our sales efforts. Maybe a missed opportunity or a lost order is the result but unless it’s a major deal the situation is generally not significant enough to create a “personal ability reality check.”

If you have not bothered to make a cold call, if you have not bothered to prospect for new account development in the past ninety days, this lack of discipline may not seem to have any immediate impact on your sales life. And since nothing drastic happened to you after the first ninety days, you repeat this error in judgment for another ninety days, and on and on it goes. Why, because there doesn’t seem to be a major consequence. And herein lies the great danger. Far worse than having little focus on prospecting or new account development is not even realizing that it matters!

Those who eat too many of the wrong foods are contributing to a future health problem, but the joy of the moment overshadows the consequence of the future. It does not seem to matter. Those who fail to utilize sales best practices and get in a comfort zone may even develop a route mentality and go on making poor choices month after month and year after year... because it doesn't seem to matter. This is especially true if the economy is booming or they happen to be members of the lucky territory club. But the pain and regret of these errors in judgment have only been delayed for a future time. Consequences are seldom instant; instead, they accumulate until the inevitable day of reckoning finally arrives and the price must be paid for poor choices - choices that didn't seem to matter. Suddenly your sales become stagnant or worse yet they begin to decline. It becomes easy to blame it on the economy or not being competitive enough.

“We need to lower prices to recapture the business I have lost.”

Shut up --- stop whining and refocus on the talent that once made you successful.

It’s time for a reality check. Revisit your style, your methodology, your work ethic, your desire, your attitude and “Get Hunnnngry Again.” Revisit sales best practices and seek the help of your sales manager.

Failure's most dangerous attribute is its subtlety. In the short term those little errors don't seem to make any difference. You don’t recognize failure. In fact, sometimes these accumulated errors in judgment occur throughout a period of a good market. Profit covers many sins. Since nothing terrible happens to you, since there is no instant pain that gets your attention, you simply float along on the sea of complacency, repeating the errors, thinking the wrong thoughts, listening to the wrong voices and making the wrong choices. Since your current style and sales methodology or model has no immediate measurable negative consequence, it is assumed to be safe to repeat.

Wake up ----- educate yourself!

If at the end of the day when you made your first error in judgment a sharp pain shot through your body like a jolt of lightening, you undoubtedly would have taken immediate steps to correct your mistake and never repeat that specific act or lack of action again. If it could only feel like it did when you were little and Mom told you not to touch the hot stove but you did it anyway. It hurt ---- and you never did it again. Poor sales practices hurt, complacency hurts, getting in a comfort zone hurts, developing a route mentality hurts it just takes to darn long for the pain to surface. It the pain was immediate like the pain you felt when you touched that hot stove you would have had an instantaneous experience accompanying your error in judgment. You would likely not repeat that same behavior.

Unfortunately, failure does not shout out its warnings like Mom once did. This is why it is imperative to continuously refine your sales skills in order to be able to make better choices. With a powerful, personal sales philosophy built on best practice principles guiding your every step, you become more aware of your errors in judgment and more aware that each error really does matter.

Don’t despair ---- It’s never too late.

Now here is the great news. Success in sales does not require you to be a brain surgeon or a rocket scientist. It's just a few simple disciplines practiced every day. Create a discipline that reminds you that the future in sales is always based on what you do today. Allocate one hour a day to do nothing but build for the future. Make the future an important part of your current sales philosophy. Both success and failure involve future consequences, namely the inevitable rewards or unavoidable regrets resulting from past activities. Don’t get so caught up in the present or the past that you ignore the future.

Pause --- think about next month, next quarter and even next year. What are you going to do today that will reward you in the future? What are you doing today that will cause you pain in the future?

If you develop a new discipline to take just a few minutes every day to look a little further down the road? You will be able to foresee the impending consequences of your current conduct. Knowledge is powerful, you would be able to take the necessary steps to eliminate your mistakes and create new success-oriented disciplines. In other words, by creating a discipline to develop future sales and to see the potential results in advance, you would be able to change your thinking, your attitude, your methodology and fix your mistakes that could cause future pain. Developing new habits to replace old ones become a natural act.

Les Brown a fellow NSA speaker said “I ain’t what I wanna be, I ain’t what I’m gonna be ---- but I sure am glad I ain’t what I used to be.”

That’s the attitude you need. Think about what you want to become and focus on your future success.

Just a small change in your mind set, just a few simple disciplines practiced every day and you will see fantastic results. As you regularly change daily errors into positive disciplines that focus on future success, you begin to experience positive results in a very short period of time. Don’t use that worn out excuse that you don’t have time for new account development. Don’t spout off about all your sales growth comes from penetration of existing accounts. Penetration is a proven sales best practice that works but that does not --- I repeat that does not eliminate the need for new account development.

The real magic of future focused disciplines is that they begin to change our thinking, our attitude and even our belief in our own succes

And herein lies the great danger. Far worse than having little focus on prospecting or new account development is not even realizing that it matters!

Those who eat too many of the wrong foods are contributing to a future health problem, but the joy of the moment overshadows the consequence of the future. It does not seem to matter. Those who fail to utilize sales best practices and get in a comfort zone may even develop a route mentality and go on making poor choices month after month and year after year... because it doesn't seem to matter. This is especially true if the economy is booming or they happen to be members of the lucky territory club. But the pain and regret of these errors in judgment have only been delayed for a future time. Consequences are seldom instant; instead, they accumulate until the inevitable day of reckoning finally arrives and the price must be paid for poor choices - choices that didn't seem to matter. Suddenly your sales become stagnant or worse yet they begin to decline. It becomes easy to blame it on the economy or not being competitive enough.

“We need to lower prices to recapture the business I have lost.”

Shut up --- stop whining and refocus on the talent that once made you successful.

It’s time for a reality check. Revisit your style, your methodology, your work ethic, your desire, your attitude and “Get Hunnnngry Again.” Revisit sales best practices and seek the help of your sales manager.

Failure's most dangerous attribute is its subtlety. In the short term those little errors don't seem to make any difference. You don’t recognize failure. In fact, sometimes these accumulated errors in judgment occur throughout a period of a good market. Profit covers many sins. Since nothing terrible happens to you, since there is no instant pain that gets your attention, you simply float along on the sea of complacency, repeating the errors, thinking the wrong thoughts, listening to the wrong voices and making the wrong choices. Since your current style and sales methodology or model has no immediate measurable negative consequence, it is assumed to be safe to repeat.

Wake up ----- educate yourself!

If at the end of the day when you made your first error in judgment a sharp pain shot through your body like a jolt of lightening, you undoubtedly would have taken immediate steps to correct your mistake and never repeat that specific act or lack of action again. If it could only feel like it did when you were little and Mom told you not to touch the hot stove but you did it anyway. It hurt ---- and you never did it again. Poor sales practices hurt, complacency hurts, getting in a comfort zone hurts, developing a route mentality hurts it just takes to darn long for the pain to surface. It the pain was immediate like the pain you felt when you touched that hot stove you would have had an instantaneous experience accompanying your error in judgment. You would likely not repeat that same behavior.

Unfortunately, failure does not shout out its warnings like Mom once did. This is why it is imperative to continuously refine your sales skills in order to be able to make better choices. With a powerful, personal sales philosophy built on best practice principles guiding your every step, you become more aware of your errors in judgment and more aware that each error really does matter.

Don’t despair ---- It’s never too late.

Now here is the great news. Success in sales does not require you to be a brain surgeon or a rocket scientist. It's just a few simple disciplines practiced every day. Create a discipline that reminds you that the future in sales is always based on what you do today. Allocate one hour a day to do nothing but build for the future. Make the future an important part of your current sales philosophy. Both success and failure involve future consequences, namely the inevitable rewards or unavoidable regrets resulting from past activities. Don’t get so caught up in the present or the past that you ignore the future.

Pause --- think about next month, next quarter and even next year. What are you going to do today that will reward you in the future? What are you doing today that will cause you pain in the future?

If you develop a new discipline to take just a few minutes every day to look a little further down the road? You will be able to foresee the impending consequences of your current conduct. Knowledge is powerful, you would be able to take the necessary steps to eliminate your mistakes and create new success-oriented disciplines. In other words, by creating a discipline to develop future sales and to see the potential results in advance, you would be able to change your thinking, your attitude, your methodology and fix your mistakes that could cause future pain. Developing new habits to replace old ones become a natural act.

Les Brown a fellow NSA speaker said “I ain’t what I wanna be, I ain’t what I’m gonna be ---- but I sure am glad I ain’t what I used to be.”

That’s the attitude you need. Think about what you want to become and focus on your future success.

Just a small change in your mind set, just a few simple disciplines practiced every day and you will see fantastic results. As you regularly change daily errors into positive disciplines that focus on future success, you begin to experience positive results in a very short period of time. Don’t use that worn out excuse that you don’t have time for new account development. Don’t spout off about all your sales growth comes from penetration of existing accounts. Penetration is a proven sales best practice that works but that does not --- I repeat that does not eliminate the need for new account development.

The real magic of future focused disciplines is that they begin to change our thinking, our attitude and even our belief in our own succe

ilure's most dangerous attribute is its subtlety. In the short term those little errors don't seem to make any difference. You don’t recognize failure. In fact, sometimes these accumulated errors in judgment occur throughout a period of a good market. Profit covers many sins. Since nothing terrible happens to you, since there is no instant pain that gets your attention, you simply float along on the sea of complacency, repeating the errors, thinking the wrong thoughts, listening to the wrong voices and making the wrong choices. Since your current style and sales methodology or model has no immediate measurable negative consequence, it is assumed to be safe to repeat.

Wake up ----- educate yourself!

If at the end of the day when you made your first error in judgment a sharp pain shot through your body like a jolt of lightening, you undoubtedly would have taken immediate steps to correct your mistake and never repeat that specific act or lack of action again. If it could only feel like it did when you were little and Mom told you not to touch the hot stove but you did it anyway. It hurt ---- and you never did it again. Poor sales practices hurt, complacency hurts, getting in a comfort zone hurts, developing a route mentality hurts it just takes to darn long for the pain to surface. It the pain was immediate like the pain you felt when you touched that hot stove you would have had an instantaneous experience accompanying your error in judgment. You would likely not repeat that same behavior.

Unfortunately, failure does not shout out its warnings like Mom once did. This is why it is imperative to continuously refine your sales skills in order to be able to make better choices. With a powerful, personal sales philosophy built on best practice principles guiding your every step, you become more aware of your errors in judgment and more aware that each error really does matter.

Don’t despair ---- It’s never too late.

Now here is the great news. Success in sales does not require you to be a brain surgeon or a rocket scientist. It's just a few simple disciplines practiced every day. Create a discipline that reminds you that the future in sales is always based on what you do today. Allocate one hour a day to do nothing but build for the future. Make the future an important part of your current sales philosophy. Both success and failure involve future consequences, namely the inevitable rewards or unavoidable regrets resulting from past activities. Don’t get so caught up in the present or the past that you ignore the future.

Pause --- think about next month, next quarter and even next year. What are you going to do today that will reward you in the future? What are you doing today that will cause you pain in the future?

If you develop a new discipline to take just a few minutes every day to look a little further down the road? You will be able to foresee the impending consequences of your current conduct. Knowledge is powerful, you would be able to take the necessary steps to eliminate your mistakes and create new success-oriented disciplines. In other words, by creating a discipline to develop future sales and to see the potential results in advance, you would be able to change your thinking, your attitude, your methodology and fix your mistakes that could cause future pain. Developing new habits to replace old ones become a natural act.

Les Brown a fellow NSA speaker said “I ain’t what I wanna be, I ain’t what I’m gonna be ---- but I sure am glad I ain’t what I used to be.”

That’s the attitude you need. Think about what you want to become and focus on your future success.

Just a small change in your mind set, just a few simple disciplines practiced every day and you will see fantastic results. As you regularly change daily errors into positive disciplines that focus on future success, you begin to experience positive results in a very short period of time. Don’t use that worn out excuse that you don’t have time for new account development. Don’t spout off about all your sales growth comes from penetration of existing accounts. Penetration is a proven sales best practice that works but that does not --- I repeat that does not eliminate the need for new account development.

The real magic of future focused disciplines is that they begin to change our thinking, our attitude and even our belief in our own succe

would likely not repeat that same behavior.

Unfortunately, failure does not shout out its warnings like Mom once did. This is why it is imperative to continuously refine your sales skills in order to be able to make better choices. With a powerful, personal sales philosophy built on best practice principles guiding your every step, you become more aware of your errors in judgment and more aware that each error really does matter.

Don’t despair ---- It’s never too late.

Now here is the great news. Success in sales does not require you to be a brain surgeon or a rocket scientist. It's just a few simple disciplines practiced every day. Create a discipline that reminds you that the future in sales is always based on what you do today. Allocate one hour a day to do nothing but build for the future. Make the future an important part of your current sales philosophy. Both success and failure involve future consequences, namely the inevitable rewards or unavoidable regrets resulting from past activities. Don’t get so caught up in the present or the past that you ignore the future.

Pause --- think about next month, next quarter and even next year. What are you going to do today that will reward you in the future? What are you doing today that will cause you pain in the future?

If you develop a new discipline to take just a few minutes every day to look a little further down the road? You will be able to foresee the impending consequences of your current conduct. Knowledge is powerful, you would be able to take the necessary steps to eliminate your mistakes and create new success-oriented disciplines. In other words, by creating a discipline to develop future sales and to see the potential results in advance, you would be able to change your thinking, your attitude, your methodology and fix your mistakes that could cause future pain. Developing new habits to replace old ones become a natural act.

Les Brown a fellow NSA speaker said “I ain’t what I wanna be, I ain’t what I’m gonna be ---- but I sure am glad I ain’t what I used to be.”

That’s the attitude you need. Think about what you want to become and focus on your future success.

Just a small change in your mind set, just a few simple disciplines practiced every day and you will see fantastic results. As you regularly change daily errors into positive disciplines that focus on future success, you begin to experience positive results in a very short period of time. Don’t use that worn out excuse that you don’t have time for new account development. Don’t spout off about all your sales growth comes from penetration of existing accounts. Penetration is a proven sales best practice that works but that does not --- I repeat that does not eliminate the need for new account development.

The real magic of future focused disciplines is that they begin to change our thinking, our attitude and even our belief in our own succe

s of your current conduct. Knowledge is powerful, you would be able to take the necessary steps to eliminate your mistakes and create new success-oriented disciplines. In other words, by creating a discipline to develop future sales and to see the potential results in advance, you would be able to change your thinking, your attitude, your methodology and fix your mistakes that could cause future pain. Developing new habits to replace old ones become a natural act.

Les Brown a fellow NSA speaker said “I ain’t what I wanna be, I ain’t what I’m gonna be ---- but I sure am glad I ain’t what I used to be.”

That’s the attitude you need. Think about what you want to become and focus on your future success.

Just a small change in your mind set, just a few simple disciplines practiced every day and you will see fantastic results. As you regularly change daily errors into positive disciplines that focus on future success, you begin to experience positive results in a very short period of time. Don’t use that worn out excuse that you don’t have time for new account development. Don’t spout off about all your sales growth comes from penetration of existing accounts. Penetration is a proven sales best practice that works but that does not --- I repeat that does not eliminate the need for new account development.

The real magic of future focused disciplines is that they begin to change our thinking, our attitude and even our belief in our own success. If you start today to revisit your sales skill development, attend some seminars, read some books, seek out some coaching, find a mentor, listen more and observe more, then today would be the day you took control of your future. If you stop whining today, if you try harder today, and if you make a conscious and consistent effort to change your bad habits, your subtle errors in judgment into constructive and rewarding best practice disciplines, you would never again worry about the economy or the market because you would become an “A” player professional sale person that can thrive even during adversity. You would gain even more market share in a down economy because you have taken discipline and knowledge and honed your sales skills. You have become what you want to be.

Here’s to your success in developing the you – you want to become.