consequence of our ambitions and desires that we considered, being in charge of a sales team, we have often mistaken as identifying key problem or something that was not simply because a hunch led us, and we jump without doing a situation analysis. We have faced, even with the established order because we considered restrictive to our growth or development: on behalf of our creativity, we have dismantled a warrant if presented as a new proposal.
This has led, at times, to fight for things we can not win alone, not knowing what we face, why and neither do we want to achieve. Everything that happens to us otherwise in this attempt, we consider it a personal thing, someone, against us, we see it as a resistance to change we propose.
But we do not realize that this state of things, facilitates our progress towards results raised: to define the system variables and system constraints prevailing in the sector or market in which we operate. Some variables, including, we can control, restrictions beyond our control. The variables we can control, fall within our circle of influence "and the set of variable and uncontrollable factors, fall within the" circle of problems, "as Stephen Covey calls, respectively. We can only act, do something, show pro-activity within the first circle, do not waste time complaining, demanding and denying the reality that surrounds us.
also facilitates the success of our venture in the area of \u200b\u200bsales, ability to channel show and direct our energy towards results and not be blinded by the process. Put another way, is not the number of hours that our sales force is doing its work, not just who is busy with something, the intention is to achieve the objective, expected results, what we are doing, the activities we are running, are we approaching the goal?
is a deep-rooted custom in executives who do not take responsibility, blaming their meager accomplishments to existing procedures in the company. The procedures and rules can not be an excuse to renege on objectives and goals. If we consider we have found a better way of doing things, a new order of things, eliminate the above we did.
If we have not shown enough capacity to identify what must change in the system and process that we, the market will take care of annihilation, yet we oppose it. The new challenges that come from new market demands, require us to make improvements and innovations to the way it is currently operating the sales force, we must change our mode of operation if we continue in the competitive struggle for markets today.
The environment poses the conditions within which we must achieve results, not to mention that the environment is what interests us most: the market demand. We need capacity and strength to change what should and can be changed and wisdom to accept what can not be changed because it is part of the restrictions. What can and must change, always something that is under our control: knowledge, skills and attitudes (competencies).
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