Okay, I had to go and ruin it didn’t I. Can’t I just get off your back and let you enjoy the revelry of the recently departed Holiday Season before dropping the “reminder bomb” of the “life altering” resolutions that you just made. But good news! It’s only January. Which means you have eleven plus months to really get things going. I mean, you still have tons of time to blow out of work early while walking passed door after door of possible clients. Or perhaps burn up an hour or so doing meaningless paperwork after one halfway decent tele-sales call. Sure, don’t sweat it. And oh, it’s time to start researching that 2012 spring break trip. Never mind those Facebook updates you need to get on top of. And did you see what Kim Kardashian was up to today on Twitter?!!! Your change can wait a while, can’t it? Whew!

Well, I hate to do this to you. Hell, I like some good procrastination like most, but I just can’t let you do it. You are in this thing with the rest of us. We are all going into 2012 together…as a bunch of crazy Sales Weapons. Why? Because things aren’t as easy as they once were. All right, I said it. This economy stinks, customers seem harder to find, and margins aren’t what they once were. But guess what? A lame economy, tough customers and eroding margins only affect average and below average salespeople. And YOU don’t have to be average. That is a choice no economy or customer can take away from you.

So why make 2012 the year you worked harder, became smarter and did more than ever to increase your skills? Because the feeling of accomplishment that comes from being THE top sales performer in your company or industry is tough to beat. Think of the perks that come with being better than everybody at the world’s greatest profession. While I will promise not to sound like a late night infomercial promising lavish yachts, fast cars, and beautiful people falling at your feet, I will promise you this. You will feel like a champion. You will gain the respect of your managers and company leaders, and perhaps more importantly, your customers.

While I fully realize the thrill of a large commission check may be good enough for you, for most, the driving motivation is recognition and respect. So ask yourself a question right now. When was the last time you were publicly recognized by your company, manager or industry? I’m talking about an award, a voicemail passed on about something extraordinary you did, or a posting of a customer testimonial on the company website about your amazing service. When was the last time somebody made you feel respected by asking your advice about how to sell at a high level, how to overcome that common objection, how to get to the top! If you said six months, one year, or never, then things are about to change. In 2012 you WILL be noticed. You WILL be respected. And you WILL be a top performer. It’s time to become famous in your company and industry. But how?

Step 1: Grab a pen and pad, an iPad, or a computer right now.

Step 2: Think clearly about what your success will look like at the end of this year. Then answer the below questions:

• How will you ultimately measure your success?
  _______________________________________________________________
• Who will be positively affected if 2012 is your best year?
  _______________________________________________________________
• Who will help you get there?
  _______________________________________________________________
• What did you do in 2011 that you should keep doing?
  _______________________________________________________________
• What did you do in 2011 that you should stop doing?
  _______________________________________________________________
• What do you need to begin doing in 2012 that you haven’t done yet?
  _______________________________________________________________

Step 3) Let’s talk activity and make it specific.

I will make $______________ this year.
I will close ________ sales a week.
I will have _________ sales presentations/meetings a day.
I will make _______ prospecting calls a day.
I will plan _________ hours/minutes each week to plan.
I will be rank #_________ in my company in sales.

Now take that sheet and tape it to your forehead! Take a deep break and let those commitments sink into your brain. And when you are done peeling the tape off your face, make one more commitment. Promise yourself that you will look at that sheet (electronic version works good, too) each Monday morning and Friday afternoon. The more you look at those objectives, the more quickly you will become a top performer. You see, by keeping the finish line in front of you at all times, you will know exactly where to run. The target will be stationary, and a stationary target is much easier to hit than one that is moving.

And notice the second to last line of the PRECISE Objectives. You need to plan to plan. This means that you need to pick a set time each week to map out your month. And during that planning time, DO NOT pick up voicemails, emails or tweet! Plan your high value activities at least two weeks out.

So here’s my prediction for 2012. If you are committed to mastering sales, consistently focus on your objectives, and schedule time each week to plan, you will get the recognition and respect that we talked about earlier. Your peers will want to be like you, your CEO will want to know your secrets, and your customers will want to fix you up with their closest relative (assuming your single). And next holiday season, as you review 2012, you will be thankful for the commitments to excellence you made one year ago.

And lastly, never forget:

“No amount of success at work can compensate for failure at home.” -Patrick Morley

See you at the TOP!

Sales Coach and Business Consultant Brian Sullivan, CSP is the author of the book, 20 Days to the TOP- How the PRECISE Selling Formula Will Make You Your Company’s Top Sales Performer in 20 Days or Less. Sign up for his free weekly motivation and sales tip by going to www.preciseselling.com. Fun stuff that will keep you focused on getting to the top!

Real integrity is doing the right thing, knowing that nobody’s going to know whether you did it or not.

- Oprah Winfrey

Do you notice a pattern in my weekly motivational quotes? I don’t do it on purpose it just sort of happens. It seems the greatest ones are about doing the right thing when nobody is looking. “So how on earth am I going to get that promotion if nobody even knows I am honestly and fairly outworking my peers and my competition?” you ask. Well don’t sweat it because you WILL get noticed…by YOU.

The more great things you do for the right reasons (noticed or unnoticed) the more you understand how valuable you are to your company. The first person that needs to believe is you. So this week, work longer hours, be more creative, come up with that solution, take that risk and surprise that customer. And don’t take short cuts to get it done.

By doing these things well, you will become more confident in your ability to perform at a high level. And once you believe in yourself, others will follow…and those barriers to “the top” will come crashing down.

“All people know the same truth; our lives consist of how we choose to distort them.” -Woody Allen

How do customers and peers see you? Or a better question may be, “Do they see you?” Well if you feel as if your talents, efforts and ideas are going unnoticed and it is driving you crazy, it’s time to do something about it! It’s time to distort any vanilla image that your customers and peers may have of you. It’s time to create a brand built on PRIDE that will distinguish you. So let’s get to work with these five simple branding steps:

1. P- ick a brand. Take 30 minutes this week in your office and make a list of what makes you so special. If you aren’t quite sure, ask family and friends. Chances are they know your brand better than you do.

2. R- eal Imagination creates memorable brands. Once you have identified your special talents, think of something BIG to do with them. Because by dreaming bigger than everybody around you, you brand yourself as somebody with BIG plans. Who would you rather hang out with…a bore or a dreamer? By the way, a dreamer and a great brander named MLK changed the world. But he had to get noticed first!

3. I will listen. There is no brand better than that of a “listener.” Become the person famous for listening and learning both in and out of the office and watch how quickly you get noticed.

4. D-eviate. Jazz up your emails with an image representing your brand. Bake a cake, write your tagline in frosting and deliver it to a customer. Make your brand part of your voicemail greeting. Whatever! Just create a brand that makes people smile and you will not be forgotten.

5. E-nthusiasm. Branding is about getting noticed. And people with enthusiasm get noticed. Once you determine your talents, set goals built on imagination, become a better listener and find ways to deviate, you must then sell your brand with enthusiasm. Which means you can’t be shy about it. Is there a risk it will be perceived as self-promotion? Maybe. But if you aren’t willing to promote the special qualities in you, who is?

So good luck! And if you need help, drop me an email at bsullivan@preciseselling.com. Because I specialize in “Creating Top Sales Performers in 20 Days or Less.” Hey, I told you I believe in branding!

To listen to Brian teach the five steps of branding with PRIDE on his weekly radio show, go to http://www.preciseselling.com/Radioaccess.htm. To find out more Brian’s corporate presentations, visit him at www.preciseselling.com or email Brian at bsullivan@preciseselling.com.