Sales Coach Christine Harrington

Out of the Ordinary in Sales Comes the Extraordinary

“Our Perfection does not consist of doing extraordinary things, but to do the ordinary well.” –St. Gabriel Possent

Out of the Ordinary in Sales Comes the Extraordinary

In pursuit of the extraordinary often the everyday ordinary activities are considered unimportant. There is this prevailing theme to GO BIG or GO HOME. Another one is to hustle 24/7…as if working 16 hour days is a badge of success.

You might need to work 16 hour days for a short period of time. You may need to Go Big on a certain project. These examples are the exception rather than the norm. The ordinary activities lay the foundation for extraordinary results.  Doing the ordinary activities to the best of your ability, day in and day out will produce extraordinary results sooner…faster.

 Here’s why:

In my years coaching sales people of all experience levels, backgrounds and mindsets…I find two distinctions. Those that structure their day for success and those that let the day structure them. Guess which sales person is more successful and producing extraordinary results sooner and faster? Of course, it’s the sales person who structures his/her day.

When you arrive at your corporate office or home office, how many times have you checked your smartphone to answer emails, send text reminders, etc?

Once at your desk, I’ll bet you immediately go back into email and 2 hours have passed without a single thought of prospecting or setting an appointment. During the 2 hours your office phone or cell phone may ring and the call is screened. You let it go to voice mail. Am I right?

And the ordinary activities move beyond just a structured day….it also encompasses managing your energy in order to stay focused on the ordinary activities.

“ To be fully engaged, we must be physically energized, emotionally connected, mentally focused and spiritually aligned with a purpose beyond our immediate self-interest.” -The Power of Full Engagement

In other words…you need to know your WHY. Why do you do what you do every day, day in and day out?

2015 Gallop Poll: (Source)

The percentage of U.S. workers in 2015 who Gallup considered engaged in their jobs averaged 32%. The majority (50.8%) of employees were “not engaged,” while another 17.2% were “actively disengaged.” The 2015 averages are largely on par with the 2014 averages and reflect little improvement in employee engagement over the past year.

 Only 32% of employees feel fully engaged in their work!

Purpose or your Why is a source of energy. It will fuel your focus, direction, passion and perseverance.

Take this quick quiz from The Power of Full Engagement.

Score the questions using a scale of 1 – 10.

  • How excited are you to get to work in the morning?
  • How much do you enjoy what you do for its own sake rather than what it gets you?
  • How accountable do you hold yourself to a deeply held set of values?

If you have a total of 27 or more, you have a significant sense of purpose to what you do. If you scored below 22 you are more than likely going through the motions.

So let’s put all this in perspective. If you’re a fertilizer salesman, how can you find your purpose or why in selling fertilizer? Granted, selling fertilizer is not as exciting as selling million dollar homes in NYC or Miami.

Frankly, it doesn’t matter what you sell…don’t focus on getting excited about the product, focus instead on helping solve your clients and prospects issues and problems. Get excited about helping your clients to the very best of your abilities.

The world needs fertilizer sales people as well as realtors who sell million dollar homes, or life saving medical equipment.

When you focus your energy and attention on helping people, the ordinary activities become crucial. Be in the people business and let your Why fuel your energy into passion to do the ordinary and extraordinary will happen faster.

Now it’s your turn. What’s your Why or your purpose…I’d love to know.















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