Dying on the Descent

Here’s a fun fact: 80% of those who die while climbing Mount Everest die on the descent. The good news is that they achieved the goal of reaching to summit. They get to see the top of the world. The bad news, well, you know…

For salespeople, we have this goal of “getting there” with little thought put into what happens when we finally make it. That is, what’s next?

“I want to sell one million dollars” is a lofty goal for most print sales people. Technically, it is as random a number as any other (and, “I want to sell $946,733.12" is not nearly as sexy), but hitting it can be as spectacular as standing on the top of Everest. The key is not to die on the way down. That is, make sure you have a vision for what happens next.

Success does strange things to motivation. It deflates the balloon. It sucks the life out of a sales rep. They lose whatever it took to get there. They flounder.

To avoid dying on the descent, when you reach your sales goal, have a good look around, celebrate, take a breath, and then begin the climb to your next peak.

Need sales?

Hear what Nathan O’Donnell from Eye/Comm Inc. had to say about my online training programs:

• On the instructors: “Bill Farquharson and Kelly Mallozzi are truly great instructors and leaders in this industry.”
• On the quality: “I’ve learned more about sales during this course than in 5 years. I’ve taken 9 pages of notes on this course and I know I’ll be referring to them to grab some ideas.”

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Bill Farquharson can be reached at (781) 934-7036 or bill@aspirefor.com