Once a salesperson gets past the opening struggle that is beginning as a wine salesperson in NYC, you come upon a problem. You have built up what you do with your run, your account connection, etc. and what worked before ceases to work. What you do cannot continue in the same way. Stasis sets in.
But the fear of changing what you do and what has worked so well feels like a bone-chilling, mind-racing nightmare. That end of the world dream where everything you built goes away and all that remains is cold-calling, COD and a phone that never rings.
Here is the thing: if you don’t make some changes, the chances of losing big go up drastically. I have seen it. I have done it. I have lived it.
“ This is the moment in time where the real artistry begins -- you must use your imagination and get out of the way.
So how do you change? Ask yourself why you are doing the things you do. Why email this offer? Why make this call? What is the real point??
Allow yourself to find the core of what you do.
The work used to be to open accounts and get them going. Now you have to continue to develop your accounts while opening more, and/or letting some go.
Put the clay on the wheel and shape it. Be in the process. Don’t rush, just let it happen — allow the form of what you do to develop. And if the time where you have to topple the whole thing and start over, you will have confidence that you can restart it again.
All you have to do is throw clay on the wheel.