By Jack Perry
A warrior is a person who chooses to operate on a higher level than most others. They are heroic, valiant, and often working for a specific cause. Some of our warriors are the athletes who lead their teams to championship victories, the doctors who spend hours in surgery working to save a life, a fireman running through a blazing fire to save people, sales professionals who blow through their goals, and focused volunteers who raise money for charities. They possess qualities that other people admire , respect, and strive to imitate.
In the sales profession, warriors are adventurous. They go after every challenging account and prospect. They never give up on a sale and use their persistence, skills, ingenuity, and charisma to win clients over. And they never hesitate to strike out into the unknown, whether it be a new market segment or an unknown prospect, even when risks are involved.
Warriors set high goals for themselves and their teams. They are focused, and they lead people to new frontiers. Warriors never listen to discouraging comments, and they always immediately face their fears. Warriors are the ones who show everyone else that it can be done. They set an example with their hard work, extra effort, and positive attitude.
With all these admirable qualities, it’s no wonder warriors are the most successful sales professionals. But no one is born a warrior; warriors are developed over time.
How Can You Become a Warrior?
If you want to achieve more in your sales career by becoming a warrior, you need to look for warriors in your life to model. Most warriors learned their determination and drive from a coach, parent, teacher, or mentor. Do you know people who never quit and always accept challenges? Those people know how to drive you to become a warrior. Ask them for advice, watch the way they conduct themselves, and apply their insights to your own practices. The first step to achieving a warrior status is to learn from these leaders.
Next, you must have a passion for your cause. In sales, your cause might be to beat your numbers from last year, lead your team to success, or provide for your family. Whatever your goal, you have to decide that you are going to make it happen. Then don’t hold back. Do whatever it takes to succeed.
Finally, get mad when the competition beats you. Many times people accept defeat and just vow to try harder next time. This is not a warrior attitude. Warriors aren’t afraid to get mad at themselves when they don’t achieve what they set out to do. If your competition wins over a client or if you don’t meet your sales goals, get mad. Get mad at yourself and your lack of performance. This creative energy will make you work harder next time.
Why Are Warriors Important?
Every team needs at least one warrior. Warriors keep the tribe intact, give it direction, and steer it toward success. Warriors challenge those who don’t support the mission; warriors keep everyone motivated. Without warriors, teams would fall apart and companies would go under.
Warriors persevere in the face of obstacles. They accept changes and surprises, and they adapt their practices to deal with the unexpected. Warriors have the desire to go out and look for new prospects, new leads, and new value to offer their clients.
Although warriors can sometimes intimidate people, you want warriors in a company because they bring the energy and enthusiasm necessary to win. They keep the team focused on the goal and motivated to keep going when unforeseen obstacles arise. When you have a warrior on your team, you have a stronger chance of reaching your goals.
How Can You Develop New Warriors?
If you see people in your company with the potential to become warriors, you must develop that skill in them. You’ll know who has warrior potential because these people won’t be afraid to take on extra projects or unfamiliar clients, even if they are inexperienced. Potential warriors will be hungry for new knowledge, and they will probably ask serious and penetrating questions so they can learn everything they need. They will be the first ones at the office in the morning, and they’ll never ask to leave early. Once you’ve identified a person or a group of people that you think might make good warriors, you should tempt them with a learning opportunity. No one ever sits down and says, “I’m a warrior and I want to make you a warrior.” But you can start a conversation that engages them to discuss their goals. You might say, “Anyone looking for an opportunity to share successes and failures can meet me for coffee tomorrow morning.” Then those who show up will likely be your best warrior candidates.
However, be careful about offering unsolicited advice and guidance, because that can put some people off. And don’t try to force people into a leadership role if they aren’t willing to take it or if they don’t seem to possess the warrior mentality. You can take people a certain distance, but just as you can’t coach speed, you can’t make someone a warrior if he or she doesn’t already possess the potential.
The Warrior in Your Future
A warrior is a person with exceptional drive and valiant determination. Warriors are important because they keep their teams focused and functioning, even in the face of obstacles. If you want to be a warrior, you need to learn from a mentor, and you must have passion for your cause. .. Go out and be a warrior on the hunt for challenges.
When you see warrior potential in other people, you must try to develop that quality with guidance and support. But don’t force advice on a person who doesn’t ask for it. You want to offer potential warriors the opportunity to better themselves by learning from you, rather than turn them away with pressure and unsolicited chatter.
When you use these points for developing your own warrior mentality and for discovering warrior potential in others, you can take your career further and leave an important legacy behind for those who follow in your footsteps.
Warrior from The Respect Factor® Series
THE RESPECT FACTOR® is a trademark of Jack Perry in the United States and other countries. Used with permission. ©2009 Jack Perry. All rights reserved.
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