Defining Excellence
Successful Sales managers constantly search for measures of excellence for their sales professionals, keys to unlock their talents that make the ultimate difference maker in their careers.
5 Characteristics of Success
Mike Weller, president of Miller Electric Company, explained to me “The Miller Way” with its five characteristics that can make a substantial difference in your sales career.
- Tangibles: provide the highest standards when you take care of the people around you, your internal partners, and your customers; use values that stress the highest levels of integrity and focus on doing the “right things”; go the extra mile to help your partners succeed.
- “A” Team Players: Surround yourself with people who have intense “fire in the belly” to be the best team. Passion is infectious; contact with passionate people increases your effectiveness.
- People with a Positive Attitude: Align yourself with individuals who are excited about their work and life. We have a choice everyday regarding the attitude we will embrace. A small part of life is what happens to you; a bigger part of your life is how you react to various situations. A positive attitude can “make or break” a company, a home, or a sale.
- Measure the Items you Care About: Go out of your way to make sure you do the right thing for the long term; avoid continuous short-term solutions. What specific activities make you and your team successful? Measuring those activities creates long-term successes.
- Develop a History of Caring: Mentor others. help them overcome life’s obstacles and show them how to grow personally and professionally; help them acheive a better perspective on life. As people understand the context to which you go above and beyond to help them, they will freely help others in need.
Mike Weller summarizes, “The Miller Way incorporates trust, openness, and a caring attitude. In a solution-based organization, the tangibles keep growing. These tangibles help Miller to be the easiest company to do business with.”
Application
Consider applying these five measures of excellence in your personal and professional life. Talented, motivated, engaged sales representatives are a formidable competitive weapon in today’s marketplace.
Adopt the Miller Way