Daniel Tardy: License To Sell

You don’t deserve the touchdown dance

Posted in Business, Personal Development, Selling by elephanthunters on November 23, 2009

A Rare Breed

There are many casualties in the high stakes games of selling and small business leadership.  It takes a tremendous amount of tenacity to thrive in an environment where personal responsibility is your only bail out plan.  As small business owners and sales people we work tirelessly, betting on the hope that one day our dream will come to pass if we commit our lives to the principles of success mapped out by those who have gone before us.  Sales people and business owners are far too familiar with the feelings of defeat, fear and stress that ensue early in our journey toward success.

Our survival tactics are fueled by information.  Knowledge is the currency of entrepreneurs and sales tycoons.  Acquiring the tools for effective communication and the perspective to stay motivated in the face of adversity are the two greatest reoccurring hurdles between us and our dreams.  So we rally together.  We read books, attend conferences and continuously scan the horizon looking for the next piece of advice or encouragement.

Our Struggle Toward Success

Keeping our goals in front of us, we stumble forward and try to learn from our mistakes.  Fighting.  Dreaming.  We welcome the opportunity to be refined by our experiences.  As my friend Tom Ziglar says, “We embrace the struggle”.  We learn how to serve our customers and sell to them in a way that is not manipulative.  Then we earn enough money to find ourselves in a place where we are no longer desperate for new business and so our customers gravitate towards us even more.  Our customers then become our fans and start bringing us their friends and family and our momentum grows.  The snowball starts turning over faster and faster until we look up one day and realize that we have become successful…we are finally winning!

This is the day that we have been running towards for countless years and now we have arrived.    This is the day that the spotlight is on us as we revel in all of the work and energy we have put forth to get to this point.  This is the day that the gratification finally surpasses the painful sacrifices we have made.  This is the day we dreamed about, and this is the most dangerous day of our lives. If we are not careful, this is the day that we forget how we got here because we are too distracted with the trappings of our success.

How DID we get here?

We like to take credit for our success and point to all of the books we read and events we attended and the extra hours we put in, and to some small level, these things have a bearing on our destiny.  The bulk of our achievements, however, are rooted in the efforts of other people in our lives that helped us along in our journey.  None of us really get to win on our own.  Any level of true success is always a team effort.

  • Who are the players on your team?
  • Who built the product that you sell?
  • Who was it that gave you that book or audio recording that ended up being a hinge-pin resource for you to take the next step toward your goals?
  • Who invited you to that conference or networking event or gave you some encouragement when you were down?
  • Who are the people working diligently behind the scenes to produce something of value for you to offer to your customers?

I would contend that there are no self-made-men.  We all pull energy and ideas from our friends, family, team members and customers.

The Temptation

The problem with being a successful small business owner or sales professional is that we are usually the one holding the ball when it crosses the goal line and we start to think this means something about how great we are.  After all we get the credit for scoring the touchdown.  We get to do the victory dance and the crowd chants our name when we score the game winning goal.

What about the team?  What about the guy who just blocked for us and is laying on his back on the 20-yard-line holding his busted knee in sheer agony?  Is he not the real reason we are here?  We have to do our part and become more so that we are ready to receive the pass for a completion, but it’s the unsung heroes on our team that allow us to win.  Without them I am just a guy with a little bit of passion and a dream.

Take Away

When we start to achieve success in business it will be our name that the masses will adore, but we must never forget that it is our team that has brought us here.  It’s the players in our lives that have gone before us and taken hits on our behalf that we owe the credit to.

I’ve been guilty far too many times of doing the touchdown dance…it’s easy to do when you just scored a game winning goal.  I regret every time I yielded to that temptation.  I’m learning to recognize the value of the players around me who take the hits and do the heavy lifting.  In reality I didn’t score a goal at all…my team scored a goal and I just happened to be touching the ball when it crossed the line.

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2 Responses

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  1. Dale Suslick said, on November 24, 2009 at 7:10 am

    Ouch. Dead on Daniel. Thanks for the Attitude of Gratitude dose this morning.

    I can spread the thanks all week long to the team and family as the EntreLeadership lessons are sinking deeper.

    I can look back on these past 2 weeks and see pride creeping up. Your post put a proper prespective on things.

    Thanks!!!

  2. Dale Suslick said, on November 26, 2009 at 6:41 am

    I would add…

    At times people too quickly give credit to others …There is a balance between lacking self-worth, being humble and pride. There is a line that is easily crossed.

    You have been given gifts from heaven. When you know where the gifts come from could you feel good about using your gifts in the proper manner and take pride in using your gifts as heaven intended?

    Make sense? I confuse myself at times.


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