Control What YOU Can Control

c. As long as you have a plan for growth that involves both new business and maintaining what you already have, you should be solid.

2. YOUR SKILLS—If you are Alec Baldwin in “GlengarryGlen Ross” and not Ed Harris, read no further; you are a selling star and drive a car worth more than I make in a year. But, if you feel that there is some room for improvement in your sales basket, get some help.

Read a book. I really like the VITO series by Anthony Parinello and get alot of inspiration from anything by Malcolm Gladwell.

Take a class. Give yourself the gift of an investment in your future. Or convince your boss to pony up the cash. I once convinced my boss to pay for Bill Farquharson’s training program, and we agreed to split the cost, or he would pay if I landed six new accounts in as many months. And guess what? Yep—I never had to pay up.

3. YOUR POWERS OF DELEGATION—Think of everything you have to do in a day, and then ask yourself honestly, “How many of these items can be completed by someone other than me? Do I have to estimate, write up, produce, quality check, pack and deliver each job that I sell?” If the answer is yes, my friend, it is time to start cleaning your plate and assembling a team of co-workers that can help you shoulder the burden. If you are fairly unencumbered and are free to sell most of the day but are still having trouble getting the sales, see #2.

Ms. Janet Jackson wrote a song all about control, and look where it got her. Actually, I have no idea where she is right now, but I think she has a bunch of Grammys and lots of money and fame, so follow her example, and take come CONTROL!