RAB Research Archive

How is it going?



We are fast approaching the second quarter. How are you doing? Are you meeting or exceeding your expectations and budget? Are you slightly behind? Are you already creating your story about how this is a building year for next year?

More importantly... Where are you headed?

The difference between those reading this with a smile and those reading this with a grimace is not only the current score card, but preparation. If you’re a manager, are you prepared with enough staffing, inventory and opportunities to meet your goals?

As a seller, you need to know this: The number one complaint of buyers, still today, is sales people who are not prepared.

I always like to clarify and dig a bit deeper, not to be overly analytical, but to pursue greater understanding. Let’s start with a definition of preparedness from Webster:

Preparedness refers to a very concrete research - based set of actions that are taken as precautionary measures in the face of potential disasters. These actions can include both physical preparations (such as emergency supplies depots, adapting buildings to survive earthquakes and so on) and training for emergency action. Preparedness is an important quality in achieving goals and in avoiding and mitigating negative outcomes.

According to the definition, preparedness includes both physical and mental readiness to face whatever is ahead of you. The one sentence that really resonated with me from the definition is: “Preparedness is an important quality in achieving goals and avoiding and mitigating negative outcomes.” Wow, it’s that important.

At RAB, we have the pleasure of working with companies that don’t just want to be a place to work, they want to be a place to grow for their team members. This means they’ve made a commitment of resources to provide the training, the tools and the resources necessary to help their teams not only compete, but win.

The best thing about a career in sales is that you are completely responsible for your success. You can make it on your own. The worst thing about sales is that you are completely responsible for your success; you can fail all by yourself with nobody to blame. If you work for a company who wants to be a place to grow, I trust you’re taking full advantage of the tools they are providing for you. If you don’t work for such a company, the responsibility for training and development is on you.

“An hour a day”

Earl Nightingale said this about professional development:

“One hour per day of study will put you at the top of your field within three years. Within five years, you’ll be a national authority. In seven years, you can be one of the best people in the world at what you do.”

If the company you work for doesn’t provide formal training, are you going to let that stop you from becoming wildly successful? What to study and how to study is a personal choice. For me, it’s a combination of reading books, watching TED Talks and attending seminars. I also find great value in group discussions with people in similar professions, either live and in-person, or utilizing things like LinkedIn Groups.

“Doing what you’ve always done and expecting different results is the definition of insanity.” - Albert Einstein

As we put the first quarter behind us, are you as successful as you want to be? I know that I’m nowhere near where I want to be. I have a lot of work to do. The good news is I know exactly what it will take. and I’m committed to doing it.

How do you spend that important hour per day? If 2021 isn’t where you want it to be so far, now is the time to make the mid-course correction and gain the knowledge and skills necessary to make it your best year ever.

Jeff Schmidt is SVP-Professional Development at the Radio Advertising Bureau. You can reach Jeff at Jeff.Schmidt@RAB.com. or follow him on social media: Twitter and LinkedIn.

Source: Jeff Schmidt, RAB





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