Complacency Kills

August 2, 2012

Relying on past sales success as an excuse for today is risky. William Pollard, the   famous English clergyman, said, “The arrogance of success is to think that what we did yesterday is good enough for tomorrow.” Of course, past successes and triumphs deserve celebration, but the real accomplishment is to achieve consistency. Who would support a star athlete who no longer performs well, or who would return to the auto mechanic who no longer makes successful repairs? Symptoms of crippling contentment in professional selling are sloppy sales calls, procrastination, and reduced activity. Dispose of this malady generated from past success by setting new goals to break old records, learn, or improve a new skill, and fine-tune your prospecting and qualification processes. Think consistency, a vital component of winners.

If what you did yesterday seems big, you haven’t done anything today. 
-Lou Holtz 

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