.floatimg-left-hort { float:left; } .floatimg-left-caption-hort { float:left; margin-bottom:10px; width:300px; margin-right:10px; clear:left;} .floatimg-left-vert { float:left; margin-top:10px; margin-right:15px; width:200px;} .floatimg-left-caption-vert { float:left; margin-right:10px; margin-bottom:10px; font-size: 12px; width:200px;} .floatimg-right-hort { float:right; margin-top:10px; margin-left:10px; margin-bottom:10px; width: 300px;} .floatimg-right-caption-hort { float:left; margin-right:10px; margin-bottom:10px; width: 300px; font-size: 12px; } .floatimg-right-vert { float:right; margin-top:10px; margin-left:10px; margin-bottom:10px; width: 200px;} .floatimg-right-caption-vert { float:left; margin-right:10px; margin-bottom:10px; width: 200px; font-size: 12px; } .floatimgright-sidebar { float:right; margin-top:10px; margin-left:10px; margin-bottom:10px; width: 200px; border-top-style: double; border-top-color: black; border-bottom-style: double; border-bottom-color: black;} .floatimgright-sidebar p { line-height: 115%; text-indent: 10px; } .floatimgright-sidebar h4 { font-variant:small-caps; } .pullquote { float:right; margin-top:10px; margin-left:10px; margin-bottom:10px; width: 150px; background: url(http://www.dmbusinessdaily.com/DAILY/editorial/extras/closequote.gif) no-repeat bottom right !important ; line-height: 150%; font-size: 125%; border-top: 1px solid; border-bottom: 1px solid;} .floatvidleft { float:left; margin-bottom:10px; width:325px; margin-right:10px; clear:left;} .floatvidright { float:right; margin-bottom:10px; width:325px; margin-right:10px; clear:left;} In order to succeed and grow in your sales career, you have to get past the mentality of “make more sales,” “hit my quota,” “end of the month” or “end of the quarter.” It’s not that you don’t have to hit your numbers; it’s that you have to THINK beyond them and SEE beyond them to get to the success level you seek.

Thought and vision are two critical elements in growth, whether it’s company growth, career growth or personal growth.

How do you see things?

• Do you see the big picture or a commission?

• Do you see the big picture or a quota?

• Do you see the big picture or a cold call?

• Do you turn on the TV without thinking, or do you read a few pages of a book to generate thought?

• Do you think about prospecting and leads, or about building relationships to earn referrals?

If you see your career with the right vision, and you think about your actions with the right vision, then your direction will be toward success rather than just “numbers.” And your direction will be toward “best,” not just “sales.”

Numbers are important, but the right vision will get you to them faster than another cold call.

The following list is an eye opener and a brain opener. I am asking you to read, understand, apply and become proficient in each of these elements and characteristics of BIG PICTURE.

The big picture is delivering value.

The big picture is having a great attitude every day.

The big picture is believing in what you do.

The big picture is building a relationship.

The big picture is making all decisions based on the person you seek to become.

The big picture is dedicating yourself to remaining a lifelong student in sales, service and attitude.

The big picture is devoting yourself to your success and your fulfillment.

The big picture is loving what you do.

How much time do you devote to thinking about the big picture? Can you see the big picture? Is it a clear picture? Are you taking action toward the big picture? Are you becoming proficient in the elements of the big picture? Or are you “too busy” to see BIG, because you’re all wrapped up in SMALL?

SMALL is striving for a new car or some other material goal. SMALL is worrying about just “making your numbers.”

I saw a quotation the other day that gave me an insightful AHA! Perhaps it will do the same for you. “People think I’m disciplined. It is not discipline. It is devotion. There is a great difference.” Luciano Pavarotti, opera singer, 1935-2007.

It’s interesting to me that people in the arts have a huge dedication and devotion to their craft. They love what they do, and they’re emotionally driven to perform at their personal best every day.

Here are a few thoughts that will help your vision and your thinking:

• If you dedicate more time for yourself and your studies, the money will follow.

• If you love what you do, the money will follow.

• If you are the best at what you do, the money will follow.

Dedicate time to your self-improvement in areas beyond selling. Devote yourself to providing value and being your best for your customers. Take career achievement actions; don’t just make more sales calls.

Jeffrey Gitomer can be reached by phone at (704) 333-1112 or by e-mail at salesman@gitomer.com. © 2008 Jeffrey H. Gitomer