BUT, truth be told what I really love are “doers“! They are the people that “get things done”, they “find a way” to meet their targets!
In sales, there is a world of difference between triers and doers. Here is an example …
Your boss wants you to close two deals this month … you say, “I’ll try my best”. In your head you are thinking, “What more can he ask?”
In his head he’s saying, “Yeah, just like last month and the month before that!”
So … what makes the difference between the rep who “tries” and the rep who “does“?
The rep who makes it happen has a plan, but the BIG difference is that they WORK that plan.
The doer might say … to get 2 closes this month I need to get 10 orders, to get 10 orders I need to speak to 30 hiring managers, and I need to do that early in the month to have time for the sales cycle! Then she identifies the 30 hiring managers, prioritises them and gets out and meets them!
If the 30 people she met last month didn’t give her the results she needed she tries 30 different people … the reality being that some of last month’s 30, will turn into this month’s business.
If she doesn’t have 30, then she goes out and finds them … by hard work and persistence, by referrals and by revisiting old contacts.
The rep who “does” is someone who is always working, always pushing, always looking for ways to generate orders that will ultimately become closes. She is also making sure that when she has orders, her clients get the best options, in the most responsive way!
The rep who tries will go back to their desk and “research” companies, phone the same few hiring managers they called last month, plan a lunch with one of them, check their fantasy football team, text some friends about how tough the sales manager is … and basically do what they did last month, and achieve the same result. They will console themselves by reading about how tough the economy is and talking to other “trier” reps who confirm how tough it is.
I don’t think the “trier” wants to fail, I think they lack confidence, they lack the competitive spirit that says they will win whatever it takes to be successful and they don’t have the drive to push through all of the barriers they need to push through. They don’t know what to do and are afraid to ask the right questions, and more afraid to push for answers! They don’t WORK a plan!
Perhaps my “picture” is a little harsh … but certainly not far off the truth!
If you want to be successful at anything you need to have a plan and work it! You need to have a work ethic that means you do what it takes to achieve your goals. You need to be willing to push through barriers and find ways to be successful.
If you are in sales particularly then read this blog entry I wrote some time ago … Hit the Sales Wall? 7 Ideas to Get Sales Rolling Again.
Are you a Doer or a Trier?
Kevin Dee is CEO of Eagle (a Professional Staffing Company)
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