The dictionary defines the word professional as one conforming to the standards of a profession or a skilled practitioner; an expert. I'd like to add my two cents to that definition:
A professional is one who can REPEAT excellence.
As a sales guy at heart and one with decades of experience, I can certainly tell you tales of sales reps who "got lucky" a few times and somehow thought they'd found the keys to the kingdom, only to find out when times got tough, they couldn't reproduce thier miracle results.
Over the years I have seen only one thing successfully predict consistent performance...disciplined adherence to proven processes. What I'm talking about is taking steps every day to follow a plan and work it. Nothing else will create the consistent productivity required to be considered a "pro."
One such company I've recently come across is ADVENTACE.COM...They've boiled down effective sales processes and tailored them to the universe of the sales function--sales reps, sales managers and senior management...giving each of them role to play and an process to follow to achieve strong REPEATABLE RESULTS...
What processes are you following?
Give me a call and I can tell you more. Regards, GMS
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