Linda Hertz Group

My Medical Device Sales Career


As they say, the definition of insanity is repeating a behavior with the expectation of different results. Although we have all heard this before, many times it is too easy to continue with the same old routines and the same actions. We do this while telling ourselves that we’ll get around to changing what we know when we need to “someday.” It’s not that we don’t know what we should change or implement, it’s that we might not possess the motivation necessary.

Many years ago I was working with a strong representative who had positioned himself to win the yearend Sales Awards Trip. The top six representatives went on the trip and at the time he was number 8 – well within striking distance. He and I spoke of the opportunity and what he might need to do in order to accomplish his goal. As we were wrapping up I could tell he was still contemplating whether or not he really wanted to implement what we discussed. After all, he was having a very strong year and would do well regardless, right? I looked at him and said When this year is finished, you will say to yourself one of two things. You will either say “I am glad I…” or you will say “I wish I…” When it’s all over, which one would you rather say?”

I would challenge each of us (myself included) with the same message. At the end of this year each of us will reflect back over 2010 and say “I am glad I…” or we will say “I wish I…” You can fill in the blank. I am glad I worked harder, I am glad I worked smarter, I am glad I learned a new technique, studied my competition more, etc., etc., etc. Do what you know will be the biggest difference maker and stand on top of the mountain in December.

I have always felt the beginning of the year is an excellent time to evaluate what has been working well and what might need some tweaking. As you begin 2011, what will you do or do differently than before? Whatever it is, I wish you the best and I look forward to seeing you at the top!

By Kevin Onarecker

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Tags: selling skills

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