Sales People Need A New Definition of Failure

Sara Bakely, the founder of Spanx and America’s youngest female billionaire recently said in an interview that her father taught her a different definition of failure growing up. She was taught that instead of defining failure as the outcome, define it as not trying.

In my opinion, the same definition of failure should be applied to sales. Think about it. How many more sales people would be successful in they concentrated on the efforts required to make a sale, as opposed to just whether or not they closed a sale?

Instead of just looking at the outputs as a measure of success or failure in sales, we should look at the inputs.  In other words, instead of not reaching quota as the definition of failure, we should define failure as not completing the daily activities required to achieve it.  If you didn’t make a sale today so be it, but you can still leave the office and consider yourself successful if you did everything you were supposed to have done to open one.

For more information and detailed instructions on how to redefine your definition of failure and identify the inputs you need to complete each and every day to succeed, check out Action Plan for Sales Success.

Remember, it’s not how many sales you closed today, it’s how many you started today.

Aim Higher!

Susan A. Enns, The B2B Sales Coach B2B Sales Connections,, or

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