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Matt Nettleton | Indianapolis, IN

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Matt Nettleton

If you think the key to success is to set goals and visions for the new year, you are going to be soundly disappointed. When it comes to producing long-term consistent success when it comes to success Process trumps Goals.

It goes without saying that 2020 gave me more time to read books than any other year of my life. As somebody who enjoys learning and sitting in a quiet room reading, I can only say I miss the hustle-bustle and noise of the pre-Covid world.

For a majority of small businesses recent years were excellent, buyers were abundant, profits were comfortable and, with some effort, it was pretty simple to get out and find ready willing and able prospects to grow your revenue. But now Covid-19 has changed our economy we are learning bad economies do not create weakness, bad economies expose a weakness.

There is chaos in the marketplace. Keeping this in mind, there are three things you must absolutely do, right now, today, to have any chance of getting out in front of what's coming.

I have had many companies ask me to provide sales training that I could predict would fail. Sales training will fail for 4 specific reasons.

Each week I am confronted by at least 3 salespeople looking for the easy button, they want me to give them that one move, the hidden technique, that shortcut, that can turn them into a master of prospecting, closing or negotiating.

As a sales trainer, I can easily sort sales people into groups bees or meerkats. Bees are perfectly functional and do exactly what they have always done--no more and no less--and they look busy. Meerkats are different. They do well , but they practice. They learn and they improve. And they keep trying to do more.

Business owners consistently tell us that the number one problem they face year after year is consistently finding, engaging and closing new business AND they know that nothing separates the sales pretenders from the sales professionals more quickly than ability to effectively prospect.

Too often the salespeople you interview have washed out of other companies or job hopped away from positions as draws and guarantees expired. In other words, their history has proven that they will not prospect or cannot close.

Sales leaders can learn some valuable lessons about creating a productive environment from two frogs sitting in a pond catching flies.