Ok, so you finished with one of the worst months you’ve ever had-now what. You have two options in this situation; you can hold court on the black top and cry a river to a bunch of guys who don’t really care or you can plan for a better month. Speed is everything to your sales career and you must have two mindsets when navigating through your month: That of a sprinter and that of a marathon runner.

Sprinters focus on exploding out of the blocks; as a sales consultant your main focus is how fast you can get in front of a customer; how fast you can get your first sale and how fast can you cover your draw. Once you pay “The Man” (aka your draw), then you must settle with the mindset of a marathon runner. When you are running 26 miles, you aren’t focused on beating anybody out of the blocks, but instead your focal point is on your pace. As a runner reaches milestones, she checks her pace and adjusts accordingly. A “sales professional” doesn’t wait until the last two days of the month in search for the Laydown Express in order to make her month; instead she checks her pace daily-she focuses daily on the number of Ups, Demo percentages, Write-up percentages, Sales percentages (how many she convinced to buy), as well as Delivery ratios. When you know the score, you can manipulate the numbers to work in your favor.

Play the round not the h***; golfers don’t set out to hit a h*** in one nor should you be focused on one customer to make your month. As an alternative, think like a sprinter and get out in front of your month early, then settle into your marathon of 26  miles days and race for the gold.

I’ll see you on the black top!