Over the last 11 years I have conducted a bit of an informal survey with approximately 3000 sales and sales leadership professionals who have been through my training program.
I ask “What are the qualities of a rock star?” Now, I might tweak the question a bit depending on the crowd. For example “What are the qualities of a rock star leader?” “What are the qualities of a rock star entrepreneur?” and my favorite “What are the qualities of a rock star sales rep?”
One quality I hear time and time again is “They execute!”
Then I hit them with the not so cool follow up question “How do you rate yourself with regard to that quality?”
Needless to say the answers aren’t so promising and quite frankly, most of us have either been there, done that, will be there or are kidding ourselves into thinking we haven’t given ourselves a “Stay of Execution”.
To that end, here are a few thoughts to help you Execute!
1) Beware of the Knowledge Trap: This is a training industry phrase that describes a very common condition. The “Knowledge Trap” occurs when you fill your head with all kinds of data such as books, internet research, podcasts etc and then you do nothing with it. You have basically confused knowledge with execution. Now I must warn you that the “Knowledge Trap” has an evil cousin.
2) The “Sales 101” Trap: This can reach epidemic proportions amongst aspiring rock stars. It happens when you dismiss something as “Sales 101” or basic and meanwhile, you don’t do the very thing you dismissed. Remedy: The Sales 101 Gut Check: Ask yourself “Is this Sales 101 and I do this or is it Sales 101 and I need to Execute?” For improved results tell your ego to go wait in the car!
3) You’re Probably Scared! According to a study conducted by Dr Piers Steel on procrastination, fear is at the core of our need to keep putting something off. Remedy: Ask yourself “Why do I keep putting this off?” “What is it about this task that scares me?” Just make sure you ego is still in the car.
4) Action Verbs Dude, Action Verbs! I worked for someone who never let us leave a meeting without saying “Alright, let’s get the action verbs going folks” This was our cue to EXECUTE! Note: I have attended some incredible brain storming sessions where there were no shortage of cool ideas. Some of those meetings ended with no action or accountability and now the world will never know what would have happened if we embraced our action verbs!
Note: Tony Robbins always says (and I’m paraphrasing) “Don’t ever leave the scene of a decision without taking immediate action towards its realization”
5) You Gotta Respect Yourself Baby! Why is it that we allow others to get on our schedule but we fail to schedule the things that are most important to us? You must get your action on a calendar (as in a day and time) or it won’t happen. So if I need to execute in the prospecting department, it needs to get on the calendar. If I want to exercise more, it goes on the calendar. Bonus points if you guard these action items with your life! Otherwise, you might be guilty of a Stay of Execution my friend!
6) Consider An Accountability Partner: How about a weekly or bi weekly call to an accountability partner where you review the agreed upon action? Tip: No stays of execution allowed!
So here’s the short version:
Stop talking about it and Do It!
Stop reading about it and Do It!
Stop telling people you know it and ACTUALLY Do It!
Stop preparing to prepare and Do It!
Stop being scared and Do It (it aint so bad)
So it’s Monday morning and more importantly, it can be the day you override your stay of execution!
And please hurry . . . Your life is depending on it 🙂
To your success!
