There is a lot of literature written about the fear of failure. I contend there is just as much fear around succeeding. When you succeed, you raise the bar for current and future success. You are leaving the comfort zone of mediocrity and higher expectations.
Are you a salesperson that is fearful of success and as a result, not doing what you know you need to do to win business?
Here are three sabotaging behaviors I have observed after working with thousands of salespeople:
#1. No plan. No sale. This salesperson walks into the office on Monday morning, fires up their computer and starts working on organizing their week. Too late---your competitor has already contacted your 25 best prospects by the time you have organized your to-do and target prospect list.
I have preached the power of calendar blocking for years and heads nod up and down in agreement with this powerful time management principle. And yet...