The Sales IQ Podcast

Mindset Monday: Focus on the Long Term and Forget about the Results

August 31, 2021
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The Sales IQ Podcast

Join us as host of the show Luigi Prestinenzi talks to thought leaders from around the globe about the art and science of sales and marketing, personal development, and the mindset required to sell more everyday. Luigi is a master of creating pipeline and breaking down targets, he specializes in helping sales professionals build the mindset to achieve greatness and #bethebestyoucanbe.

A goal without a plan is just a dream - Brian Tracy

To be successful in sales. The target matters. Regardless on how you view selling, sales professionals are paid to deliver an outcome and that outcome is a sales number.

However, what do you do when you are struggling to hit target? Do you focus on the number you need to hit?

Hitting target doesn't happen as a result of being lucky. We create our own luck by putting in the required effort. And the effort required? The plan you put in place first. This is more important that the target you are trying to achieve.

Connect with Luigi https://www.linkedin.com/in/luigiprestinenzi/

Head over to Sales IQ Global for more resources to help you be the best sales professional you can be. https://www.salesiqglobal.com/

Luigi Prestinenzi
CEO & Co-Founder, Sales IQ
Luigi is Co-Founder and CEO of Sales IQ Global. He is highly regarded in the Learning and Development industry having lead major transformation projects with some of the world's most respected companies. He is also a recognized thought leader in the field of B2B selling.

Welcome to mindset Monday. What the sales IQ podcast, I'm your host, Luigi Preston. And I'm here to help you be the best you can be. Everyone has a potential to be the best version of themselves. They can be sometimes things prevent us from capitalizing on that. Awesome. This that he's sitting dormant inside of you.

This podcast is about helping you unlock that potential by focusing. One thing that can help you be the very best you can be

A goal without a plan is just a dream. That's a quote for Brian, Tracy. And why is it my quote for this week, I've received a few emails and messages on LinkedIn from people from sellers, asking advice on what they can do to generate more opportunities. And when I engage with them, There are after short-term tactics to achieve short, immediate results.

And unfortunately, my advice, wasn't what they wanted to hear, that they need to stop focusing on the short-term outcomes and start focusing on the long-term objective. You need might be listening to this going by, hang on. I'm one of those people that I need results, and I need them now. And what you're telling me is to stop focusing on those results.

And that's my message for this week. Absolutely. If you're focusing on the short-term results, you're not going to achieve the ultimate outcome you're looking for. And sometimes if you're just not on, you know, we've all been there. I've been there before, where I'm not on track to hit my number is that my week or my month is not looking good and it can create anxiety.

It can create emotion and it can really, it doesn't make you feel. But the best way to get out of that position is to actually shift the focus and accept that you can't go back and make any changes in the past, but you can create the right path moving forward. The very first thing you need to do is actually focus.

Not on the result that you need, but focus on the activity required to get to the result because that activity required is stuff. That's the short term tactics that you can employ immediately. That's going to give you a long-term outcome. And when you think about those short-term objectives, the short term objectives, aren't meant to be short-term objectives.

Anyway, they're meant to be habits that you put in place that you do every single day. That always allows you to increase the chances of hitting success. And when you don't do it, you kind of feel funny that you haven't done it. That's the type of habit that you need to put in place to ensure that you have every chance of hitting the number that you need to hit.

And this is why I want to sort of share this message this week, because it has been a topic and has been a difficult, you know, period of time for many sellers. In across various industries and results, haven't always been consistent, but the result is definitely not the focus. The result is an outcome of the work that you put in day in, day out, all the micro activities that lead to the ultimate outcome.

If you're looking for results, now you have a great opportunity to sit new habits that will ensure that you are building results for the future. And ultimately these habits are the habits that will allow you to build sustainable pipeline, to build sustainable activities that ensure. You hit the number that you need to hit.

And so that's my message for this week. It's, don't focus on the result, shift the focus to the journey that's required to get there and actually ask yourself the question. What is it that I need to do day in, day out to get there? You might not be happy with the answer that you give yourself. You might hear that I have to prospect to three days a week.

It's not what I wanted. You could ask yourself the question, how important is the ultimate result? Because if that ultimate result is important to you, then the activity to get there is just as important. And it's okay if you ask yourself that question on how important is the ultimate outcome and you deem that the ultimate outcomes, not as important, because that'll tell you that maybe it's time to make a change could be the role needs to change.

It could be the product you're selling needs to change. It could be the industry that you're working in need to change. It could be, you need to reevaluate your goals. And I've often found that sometimes when I can't manufacture that motivation within sometimes when I can't create that energy and enthusiasm that I need to sell, because sales is a transference of enthusiasm that there's something blocking that.

And that's when I need to make a change and I have changed roles because I've just lost passion have lost that passion for the product or service at all. And so my message this week is completely shift the focus on the result, focus on the journey that is required to get there and think about those micro steps that you need to take every single day that allow you to get the ultimate outcome that you're focused on achieving.

Now, this is a message that's resonated for you or someone, you know, needs to hear this. Please like rate and share it. I produce this content to help you be the very best you can be.

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