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When I went into sales I threw my everything into it. Waking up at 5, working til 8pm or later, Monday through Friday, and working 5-10 hours on Sunday to prepare for the week.
The result? My performance was squarely, disappointingly in the middle of the pack.
I knew something had to change. So I set up some time to shadow with two of our company’s most successful reps.
They worked 35, MAYBE 40 hours a week. And, they weren’t working more “productively” – making more calls, or serving more customers – during those hours. Yet, they were raking it in. And they had fun doing it!
Their success flew in the face of everything I knew about what it took to be successful. I thought that to be successful, you had to cram as much into your day as possible, to clock in early and to stay late, and to take on as many extra projects as you can.
Yet, the numbers don’t lie.