If you know me, you know one of my favorite books is Extreme Ownership by Jocko Willink. I love it. It teaches us that we have to own everything, so any mistake that's made, anything that goes wrong, you can't blame external circumstances for those things. You have to own what you can control because that's all we've got, right?
You can't control somebody else's behavior, somebody else's reaction. The marketplace, company decisions that are beyond your control. The only thing you can control is your mindset and you.
So I've been at soccer games today and. And my son was super upset today. He didn't get to play a lot of the game. Even though he scored two goals in the last game, At the end of the day it was on him. He wasn't being as aggressive as he needed to be. He wasn't playing as hard as he needed to play to get game time. So that was on him, you know, I tried to be nurturing about it and let him know. But hey, he owns the fact that he didn't get that much playing time.
So think about how it impacts us in sales. If you get to the end of, you know, your sales process and you find out that there's other people involved in the process. Well, that's on you for not asking how they make all the decisions. Who might be involved, who has veto power? Who needs to be informed and consulted of this decision.
We have to own every step of the process. We have a role in Sandler - If your foot hurts, you're probably standing on your own toe. And that's all about owning everything. We have to accept full responsibility, and oftentimes we get in the way of ourselves and our process. So remember, you own your process.
You own how you are proactive or or react or respond in certain situations. And remember, growth never happens in your comfort zone.