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Albert Einstein formulated the theory that space and time are relative and not absolute concepts. For example, consider a car speedometer reading at 65 miles per hour. How fast is the car going? This question seems to be the beginning of the joke of who is buried in Grant's tomb and is waiting for a joke. No joke here, I assure you. As a matter of fact, most would respond 65 miles per hour. This is the correct answer if and only if you are comparing the car to someone who is not moving. However, if you compare that same car to car driving next to which is currently 55 miles per hour, your car is only moving at 10 miles per hour.

So what does that have to do with sales? When you look at the performance of your sales, to which no standard compared to yourself? Is it to others in the sales team? Is it to share? Is this a sales record that has lasted 10 years in your company? Maybe you look at their performance in relation to their income goals?

While none of these comparative points are important, all have one thing in common. That limit their potential. How good can it be? If you set a ceiling for that, you never know. Yes, reaching its quota is important. The achievement of its revenue also is important. But could achieve more? What could be better? The car moves at 65 miles per hour is moving pretty fast, but only for to an entity that does not move. Your competitors are moving along with you. Maybe you're in the lead, but competition does not stagnate. For them, perhaps only moves 10 miles per hour.

Compare it to a jet car. The speed of the car is not too impressive. The aircraft can get you from New York to Florida in a couple of hours. The car needs 24 hours to reach the same destination. Competitors smarter. Customers smarter. And you have to get better if you will succeed. What worked not going to work yesterday morning. Improving yourself is the only way to do it.

There are no limits on sales unless placed there. One of my favorite quotes is: "When someone says that you can not do it just means that it can not." Each day achieve the seemingly impossible. How do they do? simple. No compared to any rule. It does not have limitations. As I write this, I'm flying on an airplane. If the Wright brothers believed in ceilings, I would be driving. If Bill Gates believes that people never have a PC, I'd be writing this on a typewriter.

To clarify this point, I thought I would share a personal story. When I was in eighth grade my family moved from New York to New Jersey. (Getting started with jokes) When we moved, I was an excellent student, across the board. Shortly after moving, I injured my knee playing baseball. I ended up with two knee surgeries and spent my first full year of high school on crutches. Here I am living in a new state, go to a new school, knowing next to no one. I lost my focus.

I befriended a few children who were not very good students. They were nice kids do not, the rioters, but did well in school. During my first year of high school, I set my personal worst records for grades, but was able to rationalize my performance. My grades were nothing special, but I score was better than my friends. From this point of view on, I was doing well.

Towards the end of my freshman year, I made friends with a different group of children. These friends later attended Wharton, Harvard, Emory, and Bates – all prestigious schools. In connection with them, my grades were a disgrace. He never made me feel bad about it, but I felt uncomfortable. Its success led me to discover myself. For the rest of my high school and college career, I elevated my game to the beginning of class. I give Credit much of that with the change in my approach to relativity.

Nature also uses the theory of relativity. If you put a fish in a 10 gallon tank, the only fish that grow to a certain size. The environment of fish limit their size and growth. Put that same fish in a bigger tank and the fish will continue to grow. Want to improve at golf? Play with better golfers. Want to run faster? Train with top racers.

What limitations that the placing on the success of your sales? Are you not reach your quota? Are your friends on the team missing their quota too? Do you accept that because no are all? Or is it to compare with a higher standard? What do each day to improve yourself? Is your goal to be better, or to be the best?

You are the only obstacle to their success. Leave your own way and enjoy the results.

About the Author:

Lee B. Salz is President of Sales Dodo and author of “Soar Despite Your Dodo Sales Manager.” He specializes in helping companies and their sales organizations adapt and thrive in the ever-changing world of business. Lee is available for keynote speaking, business consulting, and sales training. He can be reached via his website at Sales Dodo or by phone at 763.416.4321.

Article Source: ArticlesBase.com – Successful Selling and the Theory of Relativity

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