The Year in Review Review your actions, methods and thoughts in preparation for improvements for next year. By Breandan Filbert
I love December. But why does it have to come so close to January? At least it seems as if this year has just flown by; but when does time slow down? As business owners and independent sales professionals, we have the same number of minutes every year to spend as we see fit. What choices did you make with your “bank account” of minutes this year? Pursuit of Excellence The pursuit of excellence often has us focusing on the shortfalls that prevented us from reaching our goals. We see what and who we wish to become or achieve, but so many things stop us from getting there. Why does this happen? You see where you want to go, so think about why you’re not there. What are the obstacles in your path? Sometimes you are the biggest one. Have you ever found yourself the victim of a self-fulfilling prophecy? This is what you create if you focus on obstacles—you create more of them! It is interesting when talking to highly successful business owners and salespeople the tone their conversations take. You never hear about what they “don’t have” or “didn’t make.” It is not even considered. You hear about their goals, their dreams and their next accomplishments, as if they are current reality. There is no doubt in their minds that they will achieve their next objective. What do you spend your time talking about? Are you thinking “have” or “have not”? We always want what is the best. But too often we think about the worst thing that can happen, and our good friend “Murphy” of Murphy’s Law is right there waiting to take advantage of our doubts. How many times have you opened wide the door for Murphy to come visiting on a sales call? Steps to Success Let’s talk about how you can eliminate Murphy from your sales results:
Evaluate your thoughts, take note of positive thoughts and eliminate negative thoughts.
Write your goals and develop a written action plan to accomplish them. Break your plan down into monthly, weekly and daily action items. If you can’t measure it, you can’t manage it.
Review your accomplishments daily, weekly and monthly.
Celebrate your accomplishments. Take a friend out to lunch when you have reached your weekly activity goal. Treat yourself to something nice when you make your monthly or quarterly goal. Have intermediate measures of success.
Keep a journal. Each day, write down your affirmation of success and carry it around with you. Place pictures of your success vision—whatever that may be—in prominent positions where you will see them often and at challenging times. Place them by your phone, in the notebook you take prospecting or wherever you may face adversity or negative thought.
Take out the trash. Just as you think positive thoughts, you must remove negative influences from your life. At the end of the year, evaluate those who support you and spend your time with them. Hang out with successful people who will think of accomplishments and great things, not inadequacies or shortfalls. After all, we do not want those to repeat themselves in our sales results.
Get help. Work together with an accountability partner, either within your company or perhaps a peer in business. Hire a coach, someone who will be frank with you on your thoughts and allow only positive direction.
Celebrate Accomplishments Take action. The end of the year is when you recognize and celebrate your accomplishments and those who helped you achieve them. Enjoy your family and your holiday season. Focus on one area of growth you wish to achieve and take steps to improve by focusing on the benefits and not on the ramifications. I have enjoyed talking with you this year and wish you a happy and joyous holiday season. Great Selling! Breandan Filbert is managing partner of JaZMM Enterprises Inc., a company that focuses on sales development for entrepreneurs and independent sales professionals. Her strength is in helping small businesses grow their sales to become successful, established organizations. You can reach her at (816) 522-8178 or
