That is a thought provoking question and one that could have a significant impact on your sales success.  The other day I went on a fourteen-mile ride on my mountain bike.  I truly enjoy the solitude and beauty of nature and getting out on the trail is one of my secret passions.  The trail was difficult and I must admit, I was wasted at the end of the ride.  I live on a steep road and have to dig deep into my energy reserves to make it home.  As I sat in the kitchen finishing the last of my water bottle and trying to cool myself down, the thought came into my mind, “what would my sales be if I worked as hard at selling as I just did having fun on my mountain bike?”

Most people are involved in sports, working out at the gym, running, jogging, walking, etc.  If you took that same amount of energy and applied it to selling, you would be amazed at the results.  When you work hard at doing things you like it seems less like work than when you apply the same effort to something you don’t like.  As tired as I was at the end of my mountain bike ride, I felt invigorated, happy and fulfilled.  I was already planning my next ride.  Imagine yourself working that hard at closing a sale and feeling euphoric as you plan the activities to achieve your next sale.

There are three basic elements of sales success.  Regardless of all the knowledge and skills you might acquire, these basic elements still apply.

1.    Hard Work:  There is no replacement for hard work.  Some people suggest you should work smarter instead of working harder.  I absolutely agree that everyone should be working smarter.  However, imagine the impact of working smarter and working as hard as humanly possible. 

2.    Apply The Correct Principles and Skills:  It doesn’t matter how hard you work at selling if you are not doing the “right things”.  Study, learn and apply.  You should be increasing your sales knowledge and skills every day.  If you are not, then you will never achieve your sales potential.  Average salespeople have quit learning and that is why they are average.  Remember, knowledge has no practical value unless it is applied. 

3.    Timing Is Everything:  In the world of sales, you must work hard at doing the right things at the right time.  You must apply the right skills as you work through the sales process at the right time.  Here are some examples – You don’t ask for the sale before you have presented the correct solution to the prospect’s problem.  If you delay your follow-up, the prospect may buy from someone else.  It would be foolish to tell a prospect what you can do for them if you haven’t discovered their needs first. 

When selling becomes something you truly enjoy, the work won’t seem nearly as difficult.  The better you become at selling, the more you will enjoy it and the more you enjoy it, the more successful you will become.  The more successful you become, the more income you will earn.  When you are enjoying greater wealth, you will spend more time doing those things that make life great.  When you work hard at enjoying life, you will be reminded of the benefits that come from working hard at selling.