My first and greatest sales mentor once taught that success can be thought of as “15” in sales. We break the sales job up into 3 component parts, each worth “5” points, with success being obtained when you reach 5 in each category (5+5+5=15).
In sales, we can think of the three components as:
- Territory: Everyone gets a 5 for this. We must assume that the company that we work for is fair and therefore, everyone gets a 5. We must assume that everyone is set up for success.
- The other two components: Skill& Experience and Time – each worth 5 points.
So, in the words of a successful rep: I know what I am doing – I am quite good at what I do. Therefore, I would rank my skill at an 8, which means that for me to overachieve (Go higher than a total of 15), I simply need to invest a 3 or 4 in time (Meaning: I can work less and still crush my numbers).
The lesson was then focused on me (As a new rep): You however are a 1 or a 2 skill level, so you better be investing a 9 or 10 in Time if you want to succeed. As you learn, your skills will increase and you will be able to adjust the skill to time ratio. But you cannot avoid investing the time if you want to be successful.
This lesson has stuck with me through my 16 years in business – as I believe that it can be applied to sales or management. When I take a new position, I make it a habit to remember that I am back in the learning stage and need to compensate for what I don’t know in the only way possible: investing more time to secure success.
I also review my progress continually to ensure that I am learning and growing my skill – so that my time can shift back to something that allows me to a) be very successful while b) attaining work life balance. That review becomes my plan for success.