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Four Keys to Success

Guest Post By: Kitty Barrow

Several years ago, my team and I wanted to re-create an event that was a huge success for other teams across the country. After our third attempt, with the same dismal results each time, I was ready to throw in the towel.

The other teams that executed this event with such success must have had an advantage we didn’t. Was it their area, or maybe they just wielded some serious magic. Either way, there must be something beyond my control that made success with this event impossible for my team in my city.

Four-Keys-To-SuccessDefeated, I confided in my National Sales Director that I was giving up and that these events just weren’t meant to be. He challenged me then, and his challenge has made a huge difference in how I see my ability to have success with every opportunity that has come my way.

He said that, instead of giving up, I should evaluate what I have been doing through the ‘Four Keys to Success’ to see what piece was missing which in-turn was hindering my success.

Four Keys to Success

Before you attempt anything, you should begin with the end in mind.

You need to define, ‘what does Success look like to me?’

The example I will use today is the event my team and I were attempting to host.  Success to us meant that we had a certain number of clients and prospects attend our event and that from this event we generated a number of sales and bookings.

THEN, you follow the 4 critical areas that lead to success:

Desire

  • Do we have the real desire for the thing we have defined as ‘success’?
  • Did my team and I have the REAL DESIRE to have a great event and the results that would come from that event?

Confidence

  • Do I think I can learn the skills it takes to achieve my ‘success’?
  • Do we think that we can learn the skills it would take to host a successful event? (of course, we would need to break down the skills needed before we can answer this decision)

Skills

  • Do I think I can learn the skills it takes to achieve my ‘success’?
  • Do we think that we can learn the skills it would take to host a successful event? (of course, we would need to break down the skills needed before we can answer this decision)

Activities

  • What are the right activities and the right number of activities to achieve my ‘success’?
  • Were my team members doing the right number of activities leading up to the event to ensure our successful outcome?

This information was shared with me 7 years ago. It falls right in line with the Skill/Will Matrix that our company teaches Sales Leaders when they are helping their team members reach for success. When our team members:

  • Have a burning desire for a certain outcome
  • Have the internal confidence that they can learn the skills
  • Work on and perfect the skills needed
  • Do the needed activity enough times

Then THEY WILL achieve their desired success.

Whenever you aren’t achieving your desired success, look at these four critical areas and there will likely be something missing, something that is keeping you from success.

What successful outcome are you currently working towards that has seemed out of reach? After analyzing the 4 critical areas, where is it that you can improve and then go after your dream again?

 

Kitty Barrow is a Senior Partner and Executive Sales and Leadership Coach of Southwestern Consulting. She specializes in creating successful systems that are easily duplicated. Her motto is “Keep Things Simple for Stress-less Selling.” Kitty has trained thousands of sales professionals in companies such as Wells Fargo, MassMutual, New York Life, Xerox Global and Allstate