I didn’t have a background in sales prior to working for Dale Carnegie. I’d never sold any product or service, and before taking over the North Texas region of Carnegie, I had never managed a sales team. During my eight years in commercial real estate, I was a buyer and owner; people sold me properties, products, and services.
In my first couple years managing the North Texas consulting team at Carnegie, most of my preconceived notions about selling were turned upside down. For example, I always thought great sales people were boisterous and extroverted.
Although a fun personality might improve a person’s likability, they will fall flat without self-discipline.
It’s tragic to see people with great potential squander their talents because they can’t stay organized, manage their time, and follow through with their promises to deliver. Their excuses are the saddest part, since those are typically clouded by delusion.
Aristotle said, “What it lies in our power to do, it lies in our power not to do.”
Take special care of your sales people that demonstrate self-discipline. Give them the tools to set them up for success (click here for online sales training opportunities). These individuals drive your business, and are hard to find.