“The toughest thing I ever had to do was get my team to overcome success disease.” –Bill Walsh, football coach
Have you ever noticed that very few teams win the Super Bowl back to back? This is because of a mental deficiency (called success disease) that makes individuals and teams think they don’t need to improve any more. It’s an arrogance of the mind that says that the next win is based on a previous victory.
I see this happening with hardworking sales professionals all of the time. They bust their butts to learn and grow and then once they start winning…they stop learning and growing. Eventually, the circumstances surpass their ability and they stop winning. Sometimes, a “losing season” is exactly what a sales professional needs to snap out of it and start pursuing mastery again. Unfortunately, if the success disease isn’t cured, they will just go through the same cycle once they start winning again.
Bill Walsh says the only cure to success disease is adopting an underdog mentality—a mindset that keeps you saying, “I have to work like no one else so that I can win like no one else.”
From this day forward, work like nobody else. Whenever you aren’t selling to prospects, making follow up calls, promoting to realtors, asking for referrals, and the like, pursue self-improvement through training. Selling will keep you paid today and training will keep you ahead of future circumstances so that you’ll get paid tomorrow.
Here’s to earning what you’re worth!
P.S. Learn about our new home sales training programs.
JASON FORREST (two time Stevie Award winner – 2014 Silver Stevie Award for sales training program of the year, and 2013 Gold Stevie Award for sales training or education leader of the year) is an expert at creating high-performance sales organizations through sales training programs, management training programs, and cultural awareness training. He addresses beliefs (not just behaviors) to increase sales, develop leaders, implement cultural accountability, and transform companies into sales organizations. A sales professional at heart, Forrest believes in both the art and science of the sales process. Forrest’s competitive distinction is his behavior-modification approach (which focuses on people, process, and presentation) and his focus on beliefs, not just behaviors.
FORREST PERFORMANCE GROUP specializes in corporate training programs, leadership training programs, and sales training programs. Forrest PG’s competitive distinction is its belief that true change starts at the top, occurs from the inside out, and requires long-term coaching, rather than short term training. Too many organizations are short-sighted regarding training and they only provide one-day events to entertain sales pros and give them a short-term boost in energy or motivation. One-day events are valuable as a jump start, but complete training programs provide increased sales, measurable ROI, tangible sales tools, and accountability.