Look Over Your Shoulder

The step that most directly controls our success or failure is our
behavior – what we do or not do. Behavior means our actions.
How we act, what we do, each moment of each day…
Shad Helmstetter in
What to Say When You Talk to Yourself”

What did you do to be successful last week? How was your “marketing behavior?”

Look over your shoulder? Literally. Did you do what it took to succeed last week? Did you make a sale? Did you market well last week? All sales people are different, but unless you’ve develop a good internet attraction, or have an incredible referral system, your system probably depends upon bringing new people into your sphere of influence. Did you go out, meet people and tell them about your officer? What you’re selling? Did you start new relationships last week?

Look back through your calendar and complete filling it out for last week. What am I talking about? Just do this –

1. open your calendar
2. start filling out everything you did last week.
3. go back through the call log on your phone.
4. this will take some time, but it is a great exercise of what you are spending time on
5. log everything
6. do it again tomorrow morning to see what you did today

Are you spending time doing what you need to do to succeed? You can’t get the check if you’re not marketing, and if you’re not marketing you aren’t getting new prospects. If your business depends upon new prospects, you can’t prospect if you’re not in front of people. You can’t make that sale tomorrow, next week or next month if you don’t meet people today.

Oh! You don’t want to look back, you just want to look forward? Then I’ll be bold enough to say you’re goinng to make the same mistakes over and over again.

The purpose of “looking over your shoulder” is to uncover blind spots and begin establishing a robust evaluation and correction system. Blind spots are called blind spots for a reason. Figure out where they are and do something about them.

Ask yourself: what could you have done 7 months ago to help your situation today? What could you have done last month to help sell something today? What could youhave done last week, or yesterday to help today?

So, do that TODAY to help yourself tomorrow, next week, next month, next year.

To that end….fill out you calendar today and look back at it tonight and make a difference today in your future.


P.S. – If you are struggling with your marketing and not sure why, I suggest taking a good inventory of YOU. The SMARTS (Sales Marketing and Representative Traits Survey) will give you insights into proven behavioral characters important to a Sales and Marketing professional. The assessment and coaching session to is $150.00. This includes an ABC profile assessment – Regular Price is $250.00.

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