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Find out how to have fun success throughout the pandemic? Salespeople and their leaders are asking this query.
This season, the pandemic has canceled President’s Membership and moved Gross sales Kickoffs from bodily conferences to digital. Its left many gross sales professionals feeling that the work they did to succeed in the highest is anti-climatic and empty.
On this Gross sales Gravy Podcast episode, Jeb Blount and Victor Antonio focus on the keys to celebrating success and staying motivated this 12 months and past.
We wish to hear from you. What are you doing this 12 months to have fun success, reward your self, and keep motivated? Ship Jeb a textual content message at 1-706-397-4599 or simply CLICK HERE TO TEXT.
Jeb: Celebrating Victories, Huge and Small
We’re right here in studio blue with the nice Victor Antonio, who I imagine is likely one of the best orators of our technology. His presence on stage excites me. It’s unimaginable, it’s partaking, and his tales are actual. The trail that Victor took to get to the place he’s in the present day is inspiring. You got here up from poverty and also you’ve constructed an empire since then.
I wish to speak about a number of the points that individuals are coping with in the present day in that context. We’re within the third wave of the pandemic proper now, and I’m listening to tales of salespeople who simply really feel down. One of many folks in my insider group despatched me a textual content message and it broke my coronary heart.
She’s like, “I labored all 12 months lengthy. I put all the pieces into attending to President’s Membership, after which we had our digital gross sales kick-off. I noticed my identify on a bullet level on a slide and it was simply utterly anti-climatic. How do I have fun this? How do I inform my household and buddies that I had this victory in my life?” It harm me as a result of I understand how that feels.
I cherished to stroll on stage and get a trophy, I lived for that as a salesman. In reality, I advised my gross sales supervisor, “I don’t care in regards to the cash. I wish to win. I would like the trophy.” So on this world, I assumed there was no higher particular person than you to have a dialog with. What can salespeople do to have fun their victories, each massive and small?
Victor: Don’t Let Others Decide Your Worth
It’s attention-grabbing to me that individuals need that exterior validation. A trophy is an inanimate object, what I imply? The actual victory comes from all the pieces you’ve carried out. Take a second to mirror and say, “Take a look at what I did!” and stroll by yourself psychological stage. All of us need recognition.
All of us need our successes to be significant. But when I simply nailed that 12 months, my largest trophy was all the time the examine. That was my trophy. For individuals who want that exterior validation, why do you want it? Why depend upon any individual else’s appreciation of you to find out your worth? Recognize it. Stay in that house, man.
Jeb: Trophies Are The Previous, Stay in The Current
One of many issues that I’ve all the time lived by is that whenever you’re in second place, your job is to take first place. While you’re in first place, you’re competing with your self.
The issue with getting good is that you just get in first place, you win the trophy, and also you overlook who you’re competing with. You overlook that your job is to place the accelerator on as a substitute of getting complacent. your trophies resides up to now. There are mainly three locations that you may dwell at any given time. You may dwell up to now. You may dwell within the current. You may dwell sooner or later.
The one place that’s actual is the current proper now, the long run hasn’t been written, and the previous doesn’t exist anymore. It’s simply one thing that occurred. One of many issues that we face after we’re struggling to encourage ourselves or really feel that recognition is that we’re residing within the unsuitable place. We have to spend extra time within the current than these different locations.
Victor: The Thrill of the Journey
I wish to problem your notion of your success just a little. I believe your pleasure actually comes within the strategy of attending to the following degree. It has nothing to do with really reaching the following degree. Every part’s a recreation of inches, and also you’re a man who lives like that. “How do I make it just a little higher?” “How do I repair that?” That in itself is your thrill. You’re all the time pondering, “What else can we do?” And there’s a pleasure in that.
For us, the enjoyable a part of the journey is to see if I can take it to the following degree. Some folks see that as effort or work or virtually fatiguing. The one that was disenchanted in simply having their identify in a bullet level on a presentation is a type of folks. What they’re not are all of the issues they in all probability did that 12 months to regulate, to make it occur. Even when they hit the identical quantity in a pandemic 12 months, I believe that’s a win. Now, when you killed it, congratulations! Actually have fun. Excessive 5 your self!
Jeb: Rejoice The Little Wins Alongside The Manner
If you’re constructing something, whether or not it’s a gross sales pipeline, a gross sales 12 months, or a enterprise, it’s lengthy stretches of grind and suck interrupted by just a few transient moments of elation. So whenever you get the elation, you’ve gotten to have the ability to have fun it. You may’t have fun too lengthy, however I do suppose it’s a part of the journey. In lots of circumstances, folks don’t take the time to have fun the little wins.
It’s a must to be within the second, benefit from the journey and the small victories alongside the way in which. Lengthy stretches of ache, lengthy stretches of grind, and some transient moments of elation. That’s the system. It’s not lots of elation and just a little little bit of grind. It doesn’t work that method. You’ve obtained to pay for fulfillment upfront with some ache.
Victor: Little Celebrations Each Day
I wish to return to the particular person with their identify on a bullet level. They suppose, “I did all of this work. I anticipated one thing on the finish and for any individual to present it to me.” And what you’re saying is, why don’t you simply give it to your self day-after-day each day after you do one thing cool?
I’d reasonably have lots of small little celebrations over three hundred and sixty five days than look ahead to one massive one on the finish. A giant one’s all the time going to disappoint me, however man, if I can have fun 365 wins, I’m good.
Jeb: Altering Your Self-Discuss
An optimist says, “Hey, let me transfer to the following factor, transfer to the following factor, transfer to the following factor.” And I believe that optimism additionally permits you to change your self-talk. And one of many issues that I learn lately is that the way in which that we speak to ourselves is way quicker than the way in which that we converse usually.
We’re talking as much as 4,000 phrases per minute to ourselves in our head as a result of we compress the way in which that we speak to ourselves in our brains. Let’s say that you just went to your gross sales kickoff and your identify obtained up there, and you then felt prefer it was anti-climatic. If you happen to’re telling your self that over and time and again, whenever you go away, you’re like, “Oh God, I didn’t get what I wanted.”
And also you change into the sufferer, as a substitute of claiming, “My identify was on the bullet level. I imply, there have been a thousand different salespeople on the market. Not one of the different folks obtained acknowledged.” It’s all in the way in which you take a look at it and the way you speak to your self.
Jeb: Study How To Fail Quick
On this atmosphere, it’s a must to discover ways to fail quick. While you’re in a scenario and you are attempting new issues, it’s a must to all the time be iterating. I’ve in all probability obtained 100 thousand {dollars} of studio tools in a closet someplace as a result of we tried them they usually didn’t work. So we mentioned, “Let’s do it once more.” We didn’t say we’re by no means going to purchase something once more.
We mentioned, “We nonetheless know what we wish to accomplish. What we’re searching for, this simply isn’t going to get us there. Let’s do one thing else.” So we get higher and higher and higher. I believe that is additionally a part of optimism. It’s wanting round and each time you see one thing, discover it. It’s a must to be current and say, “Look, this didn’t work.” And as a substitute of beating your self up for it, say, “I discovered that it didn’t work. Let’s strive one thing else. Let’s do one thing else.”
It’s a must to hold attempting. Do it once more, do it once more, do it once more. Iterate, iterate, iterate. And I believe that could be a massive a part of me being within the current. I really like iteration. I really like doing one thing and discovering out, “Okay. I could make it just a little bit higher. Let’s do it once more. I could make it just a little bit higher. I can get just a little bit higher at this.” Over time, that creates small victories.
Victor: Simply Be Higher Than You Had been Yesterday
I believe it’s all momentum, isn’t it? Simply be higher than who you have been yesterday. That’s all it’s, proper? That’s your motivation to be higher— who you have been yesterday. That’s the true competitors as a result of when you begin what different individuals are doing, you lose concentrate on what try to be doing and what’s significant to you.
While you take a look at what different folks have, you begin saying, “Why don’t I’ve that? I ought to have that.” It actually takes the main target off of what you really need. Your journey is your journey alone. It sounds so cliche, however the hardest highway to success is the highway again to you. It isn’t till you determine who you wish to be, the way you wish to roll, that you just’re going to be glad. There isn’t any exterior validation that may beat that.
I don’t find out about you, however I’ve my very own glad dance. I do a 30-second glad dance. And I do it at my desk. No one else sees it. No one else will ever see it. However it’s my dance. I really like that as a result of it’s my private celebration second. That’s what issues.
