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Dear Carole,
I have been in outside sales for several years now and I am finding that I
have more business than I can handle. I have worked hard to get to where I am,
but now it seems like all I do is take care of problems and that it's not much
fun anymore.
Bob S.
Dear Bob,
How could it be fun anymore it you are not doing what you do best, and that
is to sell. Often, after we have spent much time bringing in the business we find
that we have lost our focus - we are so busy bringing in the clients that we have
forgotten why we got into sales in the first place. Bob, why did you get into
sales? Where did you lose your place? Finding what motivates you is an important
place to start. It is what brings meaning into what you do.
Next you must focus on who your ideal client is. Is she/he a person who values
your expertise? Appreciates your efforts? Pays his/her bills on time? You get
the idea; spend some creative time imagining just who that ideal client is. Now
take a look at your client base. Is it made up of ideal clients or of the clients
from hell. You know who they are; they are the clients who take up all of your
time, want the best prices, don't appreciate all that you do for them, and of
course, don't pay their bills on time.
Bob, you have paid your dues, now it's time to reap the rewards. You deserve
to have a customer base made up of clients who appreciate and value you as a professional.
The only way that you have time for these valued clients is to eliminate those
who do not fit the profile. I know this sounds unappreciative, but do you remember
when you were a rookie sales person and you would do business with just about
anyone? Well guess what, there are plenty of new salespeople out there right now
who would truly treasure those clients that no longer fit your ideal client profile.
By passing them on to the rookies you help them (don't you wish someone had done
that for you?) to reach their quotas and gain experience, you help the customer
get the attention that they want, and you create the space to attract and service
the ideal clients that you have earned the right to do business with. Everyone
wins. Good luck Bob. Please let me know what happens.
Please feel free to e-mail me and let me know how you are progressing in having
all that you want in your life.
I have found that that the best way to combat "SWS" is to raise your standards and honor your boundaries. Last month I talked about the importance of raising one's standards, this month I would like to discuss necessity of implementing and honoring one's boundaries.
Webster's Dictionary defines a boundary as: "any line or thing marking a limit". Before we can set a boundary we must know what our limits are. In other words, what is and is not acceptable to you? Where do you "draw the line" when it comes to certain things in your life?
What standards do you hold for yourself and for others? For example, do you expect people to be honest and truthful in their dealings with you? Do you expect people to treat you with respect? Of course, we cannot expect others to behave in a way that we don't ourselves. Amazingly, as you become more honest and respectful you will find the world naturally becoming more honest and respectful.
Most important, we must respect the boundaries that we set. Have you ever found yourself upset over a boundary or rule that wasn't honored? I know that I have. Awhile back I decided that since my days are spent on the telephone that I was going to allow any evening phone calls made to my home to go directly into the answering machine. I knew that if I wasn't allowed to rest during my free time that it would affect my ability to be at my best for my clients during the day. At first I felt guilty and made lots of exceptions to my rule. With each exception my frustration grew. I realized that others would not honor my boundary if I didn't. They weren't the problem, I was. I immediately let go of the guilt and gave myself permission to use my free time in any way that I choose. Sometimes that involves answering my telephone, and sometimes it does not.
The moral of the story: Set your boundaries and let go of any ideas that keep you from honoring them. As you respect yourself, so will those around you.
Would you like to receive a complimentary subscription to my e-newsletter, "Monday Morning Coach?" Just send a blank email to:
Monday Morning Coach
Carole L. Billingham, MCC, Spiritual & Business Coach
Estes Park, Colorado
"Bringing YourSelf into Your Business"
303-403-4003
info@wisdomcoach.com
"All the answers to life's questions reside within you"
Call to schedule your complimentary coaching
session with Carole via phone right now!
I look forward to discussing the possibilities with you!
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