2 minute read
File Under: Salescraft
Anyone can be a one month wonder. Anyone. If you have the right product, the right demand and the right moment, the number at the end of the month can be a whopper.
Unfortunately, one of the most pervasive and destructive modes of thinking in the beverage business is the month to month mentality. “We had a great month” is thrown about casually and almost exclusively without context.
To state the obvious: one month does not make a career. Consistent performance is actually a much bigger game and has nearly nothing to do with that one month. High performance in the sales game is how you consistently create/cultivate connection and demand.
What guided me was to think in larger blocks. Try to tune in to what is driving demand in the marketplace. Engage in thinking that is creative and empathetic. And learn to accept the impermanence of what we do.
It’s amazing to have a whopper month. It is a thrill. But most importantly, if you know why and how to do it again, then you are beginning to see the craft of an artisan. The fluency of knowing how to do it becomes one of the many building blocks of a foundation of consistency. And once you achieve that, the game gets a lot more fun and you can really make waves.