Guiding Principles for Sales Professionals

 

 

How many of you are married with children or had brothers and sisters?  I’m sure you noticed the personality differences despite the almost identical upbringing.  

Family life closely resembles a scientific experiment without the control factors.  Testing and research proves that certain aspects of our personality are inherited.  Gene research has proved how amazingly similar we all are, but yet how a little rearranging of the DNA makes us uniquely different.

 

We know by observation and previous studies that people often fall into four distinct personality styles. 

 

1.  Outgoing

2.  Domineering

3.  Perfectionists 

4.  Low key

 

Let’s accept as a premise that some people have a little leg up in our culture by personality style.  In the business culture that exists, the domineering types and perfectionists tend to do better than the fun loving/outgoing or low key personality types. And yes of course there are exceptions!  Now let’s complicate the issue by revealing that the primary emotional and learning capabilities we have, are established between the ages of 1 and 5.  The most revealing fact here is that you are emotionally established by your environment at a very early age.  

 

Remember the obligatory computer programming course you had to take in High School or College?  G. I. G. O., Garbage In Garbage Out.  It looks like our lifestyle has the same premise.

 

What if we changed the programming to E. I. E. O?  Excellence In Excellence Out.

 

Could that make a difference?          

 

Now we have established that we are pre-wired, but to a large extent we are like a brand new computer.  The basic operating programs are installed, but the hard drive still has a tremendous capacity for more programs.

 

You may have some obstacles to overcome or you may have had a tremendously nurturing, joyful childhood.  But the truth is as adults, we all have a choice about how we are going to act.  Some old negative programming can be overwritten with enough diligence.  The human mind has amazing capacity if it is stretched. All of us have a tremendous capability to change if the right energy and discipline is applied.

 

Here is a little tip to help you during a time of transition.  Remember the old remedy for controlling anger?  Count to 10 before you speak?  Think of life’s daily events as an A-B-C event sequence.  Instead of potentially explosive incident A leading to negative reaction C.  Insert the filter B into the thought process.  B is the filtering thought that allows us to consider the consequences of our actions. That will be one small step in reprogramming our thinking.

 

If we want to develop an internal source of motivation, then I suggest we adopt a model used by many wise individuals and companies.

 

Establish 3-6 guiding principles for your life and develop a mission statement that addresses the goals you have set for yourself.  The principles should be the guiding beacons that direct the mission statement you develop.

 

The principles should be axioms that will not change due to circumstances or time.  Therefore, they are long term value statements on the way to run your life.  Principles should be statements such as:

 

1.     I will treat others with respect, dignity and deep concern for their well being. (Golden Rule Mentality)

2.     I will practice truthfulness and integrity at all times.

3.     I will not give my commitment to anything that I cannot or will not keep.

4.     I will give 100% to anything I commit to.

5.     I will practice the highest quality and fairness in all my endeavors.

6.     My primary motivation is a God centered relationship.

 

The principles guide the mission statement.  The mission statements can be short or long term goals.  Goals may be actions or activities such as:

 

•        I will earn my MBA within 3-4 years

•        I will lose 15 lbs by years end

•        My company will achieve the agreed upon sales and profitability goals for this fiscal year.

•        My company will earn an ISO 9001 rating within 10 months

•        I will learn enough Spanish to have a working vocabulary within the next 24 months

 

Does it sound to simple to be true, can it really be that easy?  How do you produce a habit, and eliminate old thinking styles?

 

Work hard to eliminate or reduce the old ingrained thought patterns that had a negative impact on your personal and business life, realizing that they are punitive to you and others around you.  Replace the old self diminishing thoughts with your set of guiding principles.  Print out a copy or jot your principles on a note card and place it in your day timer or wallet.  Read that list of principles before you go to work in the morning, noon and night.  Review your daily conduct in light of the principles you have set for yourself. 

Strive to correct any conduct deficiencies.

 

Your principles will direct the approach you take to achieve your goals.  Set logical, step by step approaches to the accomplishment of these goals in reasonable time periods.  Check your progress periodically and you will be pleasantly surprised at the accomplishments.

 

In addition to your repetitive review of the guiding principles, try these things to assist with your new internal motivation goal.

 

•        Read books that provide insight into admirable character

•        Memorize your principles and focus on them to guide your plans

•        Develop a positive, can do attitude

•        Develop and conduct action oriented objectives

•        Be aware, your self-value is secure in God’s love, failures are learning events

•        Focus on the important, leave the trivial behind

•        Deeply value relationships 

•        Be other centered

•        Surround yourself with can do people

•        Avoid anger and judgmental thinking

•        Seek out positive personal growth

•        Get a proper diet, rest and exercise

•        Enjoy life

 

In conclusion, success has three important components:

 

1.     Drive: The internal desire to obtain a goal

2.     Personal focus: The ability to focus on your goals and avoid trivial activities

3.     Discipline: Working through difficult issues that will help us obtain our goals

 

Application: 

 

Apply these principles to build the motivation that will carry you to success in your life. Replace the old with the new and positive.  Remember; you determine your attitude, not life’s circumstances.  Focus on the things within your control and don’t let those outside your control bother you.  Utilize your principles and goals to direct your life to new levels of achievement.