This morning I received an email from a long-term sales coaching client. He is in his mid thirties and has built a wonderful financial advisory business. His is client-service and long-term focused. Here is a portion of his message:

“Good morning, just got to work to catch up on some things. I checked the 15th pay run and the office is at $607,000 in gross commissions YTD!!! Last year we hit $505,000. I couldn’t have ever hit those numbers without your mentorship….I’m thankful for you.”

———————————–

What follows is my response, which I believe is appropriate for any salesperson, or for that matter, any business.

———————————–

Congratulations! You are a star because of your willingness to learn from many people, and there are many who have helped you down the path. But at the end of the day you were the one who had to do the work, so you can take satisfaction in the fact that YOU are the one ultimately responsible. The chef uses ingredients from a variety of sources that were not a result of his or her own work. However, without the chef, it is just stuff. Because you choose humility, it makes your work special, as you have acknowledged others and because your clients come first.

This is the trap. When you look at the commissions it would be easy to become absorbed in “look at what I did.” Take a look at the $600K and then look at the sales blotter for the year. Spend an hour looking at each transaction and ask yourself, ‘How did this benefit this client, their family, and their business?” Spending this hour, or however long it takes, will keep you grounded.

This is the secret. By focusing on what you do for your clients, and the benefits you provide them, it gives you the ability and the privilege to ask yourself important questions, such as:

• If I do $750,000 in commissions in 2008 (or for that matter $1,000,000; the choice on how big to dream is up to you), how many more people will I serve?
• In what ways could I provide better value and better service to my existing clients?
• What can I do to make it easier for my clients to tell my story, and thereby help them grow my business?
• Exactly how will I find more clients, and where will they come from?
• By hitting my sales number what would it mean to my family?
• What kind of opportunities can I provide them?
• How would our free time be better spent?
• What kind of vacations would we take?
• What kind of experiences would I be able to share with my children?
• How would I make certain that my wife still knows she is also my girlfriend?
• What would I do for my parents?
• What would the effect be on the charities and causes I hold close to my heart?
• How can I help my clients enjoy and discover the same types of experiences?

If you live in the questions, then you will find the answers. There is no limit on what you can accomplish, if you do it in the spirit of service above self. So my questions for you are:

• What’s next?
• Where do you go from here?
• How can I help?

Your move.

———————————–

As you enter this holiday season and plan for 2008, put together a list of questions for yourself that empower you to take the next steps to exponential growth in your business.

Happy Holidays – and Good Selling!

Technorati Tags: sales coaching

Business strategist and professional speaker Michael Roby addressed a group of leading financial institution sales managers at a management conference in St. Helena, CA on December 3, 2007. Bank Insurance Securities Association (BISA) hosted their “Sales Management Fall Workshop,” which was open to institutions in the United States and Canada. Roby conducted his “Managing Excellence” seminar, which teaches sales management strategies and skills.

BISA, based in Wayne, PA, fosters the full integration of securities and insurance businesses with depository institutions’ traditional banking businesses. BISA reaches out to and offers services to executives throughout its member firms. BISA participants include executives from the securities, insurance, investment advisory, trust, private banking, retail, capital markets, and commercial divisions of depository institutions. The BISA provides a single forum for these executives and their product and service partners to work together to find solutions to help grow their businesses.

Michael Roby is a nationally known speaker that helps his audiences get improved sales results that are quantifiable and lasting. While corporations and audiences know Michael as an authority on sales, marketing, and the distribution of financial services, he is also known as one of America’s best motivational speakers. Roby delivers thought-provoking keynotes that leave a lasting, positive impression on his audience. His website, www.michaelroby.com is also home to a leading sales and marketing blog.

Technorati Tags: Business strategist, professional speaker, Bank Insurance Securities Association, sales management