“It’s The End Of The World”?
This is a post that was originally written and published about this time last year. I thought this would be a good time to bring it to everyone’s attention again. Hope you like it!
With the 100th anniversary of the sinking of The Titanic this past Sunday, I thought it was time to turn some old notes in to a post!
I might be the only person in the world who has not seen the Titanic movie starring Leonardo DiCaprio and Kate Winslet. But I do know that Leo screamed, “I’m the King of the world” in a pivotal scene. That phrase inspired this post.
I had a funny thought one day and combined “I’m the king of the world” with “It’s the end of the world” as a way to remember to keep emotions in check when performing a sales role.
Keeping control of emotions has been integral to my success in recent years. I have always tried not to get too high, or too low whatever the situation has been. Of course, I still get excited when I succeed, and disappointed when I fail. But I try to “limit my rides” on the roller coaster of emotions.
I am not saying don’t get excited when great things happen, or upset when things don’t go your way. I focus on minimizing the peaks and valleys. Once I accomplished this, I did not feel as emotionally exhausted at the end of each day.
About three years in to my tenure with one organization, the bottom fell out. I had a drastic drop in sales with a key account, and the reason for the decline was out of my control. It really did feel like “it was the end of the world”. I was miserable for what felt like weeks, but realistically was only days.
I had a brief meeting with my boss during my “pity party”, and agreed that there was nothing that could be done about what had transpired. We decided to focus on growing the business through other channels. Remarkably when the dust settled by year’s end, my numbers had increased year over year! I refocused after the setback occurred, tweaked my goals and ended up having a record year for the territory.
Emotion is great, and those who know me well are aware that I have always worn my heart on my sleeve (just ask anyone who has played hockey against me). You are only as good as your next sale, so keep moving forward. A loss or setback is like a bad shot in golf, tennis, or a goalie allowing a bad goal. Forget about it and move on quickly, learn from it, and stay focused.
With respect to wins, don’t get overconfident. Things can change quickly in sales. Keep focusing on securing more wins and building on past successes. It is just important to realize that if you “ride the roller coaster of emotions” too often, you are going to get off feeling very very dizzy!