Controlling Your Sales Destiny – Tip #2: Take Personal Responsibility

This is the second in a series of posts about taking control of your sales destiny and getting you on your way to achieving sales success.

Tip #2: Take Personal Responsibility

Get this: no one – absolutely no one – is responsible for your well-being and success but YOU!

Not your company. Not your boss.  Not the marketing department. Not your parents.


The precise moment that you accept this reality is the precise moment you will have taken full control of your sales destiny.  You’ll find it liberating and intoxicating.  Once you realize that no one really gives a fig about your sales destiny you’ll start to take action; you’ll start DOING.  And given that you’ve stopped whining (See: Tip #1) you’ll have more time to take proactive and reactive action.

2 Actions You Can Take Now

The first action you can take is creating an imaginary company called YOU INC.  (Or call it “Mark Inc.” or “Sherri Inc.” or “Donna Inc.” or “Brian Inc.”) What this means is that you begin to see yourself as an independent businessperson, not a sales rep or an employee.  Start behaving like your job was YOUR company.  Ask yourself, “If this was my company would I work nine to five? Would I saunter in five or ten minutes late every day? Would I spend a good portion of my day complaining or goofing off?”  I doubt it.

The second action you can take is to create a poster that says this:

So, What Are YOU Going to do About it?

Make it big or small, fancy or plain but whatever you do, post it somewhere visible (maybe next to your Whiner Resignation Form?).  When things get tough look at your poster.  Remind yourself who’s ultimately responsible.

If your sales are down, ask yourself ‘what am I going to do about?’ Work smarter? Work harder? Get coaching? Get organized? Cross sell? Up sell? In each of these cases, you’re thinking about solutions rather than ‘whoa is me.’

If your prospect list is lousy, ask yourself, ‘what am I going to do about it?’ Ask for more referrals? Reactivate inactive accounts? Get on the internet and find a new list?  Start doing! It’s your responsibility.

One Concession

Hey … I know things in sales sometimes get overwhelming and discouraging.  So here’s the one concession I will make.  If it really gets tough, allow yourself 10 minutes of self-pity and misery.  Gnash your teeth. Scream to the sky.  Pull your hair out.  Look desperate and beleaguered.  At the end of 10 minutes, stop the self pity and ask yourself, “So, what am I going to do about it?” Analyze your options. Build a plan.

This is a POWERFUL, POWERFUL tip.  Apply it.  Victimization will end. You will be back in control.  There’s still work to be done but the panic is gone, the rebuilding and re-focusing has started.  Think YOU Inc. and think personal accountability and responsibility. Your sales destiny is on the right track.

And keep your eye out for Tip #3.

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