The risk of complacency

Wednesday, June 5, 2019

Save to My Library

I came across this piece of art in Rockefeller Center on my morning walk with my beautiful wife.

It’s Jaume Plensa’s “Behind the Walls,” part of the Frieze Sculpture public art installation.

It’s a powerful piece in person. It forces you to stop and think.

What are each of us willfully choosing not to see in our lives?

I see this as an indictment of complacency.

Complacency is a killer in sales
Sales is all about change. Buying is an act of change. Selling facilitates that change.

Buying and selling take place in a world that continues to rapidly change.

Success requires that you grow your capabilities at least as fast as the world around you changes, or risk being left behind.

If you’re not conscious every single day of the need to learn something new to change how you sell and grow as an individual, then you’re in the wrong job.

Let me give you the example of one of my coaching clients.

AJ’s a very experienced individual contributor who sells for a publicly traded tech company.

He sells to their largest accounts at many of the largest enterprises in the US.

AJ wins a lot.

He earns a 7-figure income from his hard work. He is a top producer by any definition.

However, he isn’t complacent and resting on his laurels. Just the opposite.

AJ recognized that there were parts of his sales game that he needed to improve. To better serve his buyers and his company. And, to win more.

So, he hired a performance coach (me) to help him get even better.

We use our hour-long sessions to help him elevate and fine-tune various aspects of his selling. Last week we worked through a call recording of a discovery call with a stakeholder at an important large account. It was good. Still we found numerous ways he could make his next discovery calls even more productive.

AJ is at the top of his game. Yet, he is anything but complacent.

He’s a true professional continuing to diligently working to hone his craft.

So, let me ask you a question…

If you’re not actively investing in getting better, like AJ is, who is more likely to win when you have to compete against him on your next sales opportunity?