Growth

Today’s sales professionals find themselves facing unprecedented, and often uncomfortable, change. More and more salespeople have larger territories than they used to have, and are responsible for selling a wider range of products and services than they’ve ever sold. They've got a lot to do, and they usually have less time in which to do it than they had last year.

The biggest turning point in my career and in my personal life came when I realized my true value. When I broke through the mental barrier of self-imposed doubt, I truly began to shine. This breakthrough led me down the successful career path I have followed today, and it started with a change in focus.

As organizations grow, they realize that there are numerous different ways to define success. A new business, for example, will be immensely satisfied the first year the operation returns a profit. On the other hand, a more established company may expect to see a specified rate of growth year over year. Defining what success means to you and establishing goals based upon these criteria can be an important step in monitoring your business’s development and making productive decisions based on the criteria that matter the most to you.