Why Salespeople Must Have Clear Focus | Sales Management | Sales Manager

You usually bring into your life whatever is consistent with your focus. You can focus either on what is not working or what is, what you don’t have or what you do, what you want or what you don’t want, what you believe in or what you don’t. There is a great line that says, “Be careful what you ask for—you might just get it.”

One of my favorite quotes is by the late tennis great Jimmy Conners. He said, “True greatness is, start where you are, use what you have, and do what you can.”

Most sales winners are grateful for their blessings in life and focus on what they want, have, and can do. By the same token, most losers focus on what is missing, where they are not, and what they can’t do.

Let me give you an example:

Salesperson A complains constantly. Prices are too high. Brochures are not up-to-date. He doesn’t have a laptop or cellular phone. His territory is too small and has too few prospects. There is inadequate internal support staff. It’s raining…. You get the picture. If this type of salesperson is doing poorly, he can find a reason why (other than himself).

On the other hand, Salesperson B—a winner— learns to work with what he has. He improvises, innovates, adjusts, compromises—whatever it takes to get the job done with the tools he has.

A key ingredient in all leaders, winners, effective people, and productive and successful organizations is focus.

Turn It Around

Focus on what you want, not what you don’t want.