Let’s be clear: your clients don’t care about your quota. They don’t care if you hit $150K this quarter, win a sales contest, or earn a promotion. They care about their own challenges. And the sooner you align your focus with theirs, the more successful you’ll be!
Why This Matters
In today’s market, buyers have access to endless competitors, AI tools that compare solutions instantly, and peer reviews at their fingertips. The old-school mindset of “if I push hard enough, I’ll hit my number” doesn’t cut it anymore. Prospects reward the salesperson who listens, diagnoses, and solves.
The Trap of Unproductive Behavior
Many salespeople fall into rituals that feel productive but don’t create revenue. Examples:
- Obsessing over hitting a monthly number instead of solving customer problems.
- Believing that a “lucky” tactic—like time of day, a particular phrase, or even a favorite pen—will make the difference.
- Spending too much time thinking about personal gains instead of client needs.
None of these behaviors put money in the bank. Solving real problems does.
How to Refocus Your Sales Behavior
If you want consistent, predictable success, shift your mindset with these steps:
- Reframe your daily goal. Instead of asking, “How close am I to quota?” ask, “What prospect needs did I uncover today?”
- Audit your activity. Eliminate any sales activity that doesn’t connect directly to addressing client needs.
- Protect your selling time. Save admin work and low-impact tasks for non-selling hours.
- Measure what matters. Success isn’t about hitting a target; it’s about solving enough problems to make that target inevitable.
The Challenge:
This week, take an honest look at your calendar. How many hours are spent serving your goals, and how many are spent solving your clients’ problems? The balance tells you everything you need to know.
Good Selling – The MCG Team
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