Success can not be promised

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Anyone who works in sales or as a salesman knows this situation: A number of distributors or salesmen are at the top of the small podium of a function room. The responsible executive congratulates the brilliant winners on their successes, applauding the other colleagues present in the hall. This is followed by valiant handshakes, pat on the back and heartfelt hugs, and depending on the style of the house, a few pecks.
Finally, the presenter holds the microphone to the top performers and asks, "What goals will you have achieved until the next meeting?" Some respondents feel completely taken by surprise and under pressure. Irritated, they promise all sorts of things - without being able to first think about the consequences of this announcement for them in their daily work.
I myself have witnessed this a number of times, and every time a certain malaise crept up on me. I always asked myself, "Does this enthusiastic colleague really know what he's promising? Has he thought about which and how many individual steps are needed to fulfill that promise?" While I understand the good leader who uses the wonderful opportunity here to pull the next goal out of the euphoric salesman, but I doubt if the statement is really true. Because only those can plan the results, who know their success-rates when contacting and calling new prospects, when doing their presentations and sales talks. Without these empirical values, the announcements made are usually pure speculation or the expression of a deeply felt hope - nice but ineffective.
Success can not be promised directly, because the result of our efforts depends on the approval of our interlocutors for our proposal, our offer. After all, we can not force anyone at gunpoint to sign an agreement or buy our product. Only those results can be promised on which we ourselves have 100% influence, results that do not require the consent of others.
We can not promise success, but work! We can promise ourselves, and our leaders too, to go out every day and visit three new prospects, call ten contacts, invite seven people to the next presentation. What we ourselves can do and influence, we can take responsibility for. Whether this leads to the desired result in an individual case is beyond our control.
But the quota governs everything!
That's the good news: we do not have to succeed every time, just often enough! After a while of steady action, writing down each activity and its outcome, we know exactly how many calls we have to do for a positive outcome and how many calls or presentations we need to close the deal. We soon realize what and how much to do to achieve the desired result. We get to know our success rate.
Who knows his quotas, no longer needs to promise success. All you have to do is plan the number of contacts, calls and conversations you have to make and then, stubborn as a mule, work on this plan. Success then inevitably sets in, that is a statistical law. Use it!
Under this law, you can not only succeed - you even have to! And I wish you that with all my heart!
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