Consult Carson 5/7: “How Do I Compete With the Cheaters?”

From today’s mailbag: “I’m in sales. There are many ‘top achievers’ around me who are bending or breaking rules. How do I compete?”

Carson: FANTASTIC question, and certainly one that if you spend much time in sales you will certainly face.�� Also, of note, I can certainly say you can reach and maintain #1 status in your office, district or company without ever crossing any lines but it is paramount to understand and know your playing field, what your scorecard is derived from and how to master each component.

You will always be surrounded by some unscrupulous souls, for the sales population is certainly indicative of the population as a whole.�� People see the opportunity for a quick buck and they cheat a few times and are not caught.�� Unfortunately, some managers will even tell you to cheat!�� However, don’t become someone who makes the excuse that you cannot compete because of cheaters (not that you’re doing that, but I know some who hide behind this).

To compete in any realm of sales, you need to understand what are the measurements of work.�� Are�� you graded on total revenue, total transactions, several buckets of different widgets, or do you have a comprehensive scorecard with weights to different components of the business?�� Whatever the measurement, know it and have a defined strategy for success in each area.�� Know what counts more than other facets of your role and focus on a gameplan for each area.�� What do the current (and ethical) best do in each of these categories?�� Not everyone cheats, so seek out best practices or strategies of the top achievers in these areas and emulate them; make their processes and best practices your own and carry them out consistently and effectively.�� You’ll never come right out of the batter’s box hitting home runs but if you focus on the mechanics of a process that is clearly working for some, and you make it your own and make it consistent, you’ll be effective.

Furthermore, ignore the cheaters!�� I’ve seen so many flash in the pan folks come out of the gates running in that sprint to get wherever they think they are going – often thinking they will have quick success and get promoted.�� After a few months, true colors emerge and leadership – or lack thereof – will surface.�� Trust me.�� You will look back years later and be glad you did not succumb to the cheating and you’ll also find you’re light years ahead of them in the pecking order.�� I’ve never seen a cheater make it very far.�� Honestly, nearly every one I can think of was shown the door.

Your only competition is against the best version of you!�� Focus on mastering each and every component of however you are graded.�� Learn what the best in each category does and do it better.�� Stay strong, stay ethical and be a noble knight of the honorable art of selling.

You’ll get there!�� Best of luck.

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Carson V. Heady posts for “Consult Carson”��serving as the “Dear Abby” of sales and sales leadership.�� You may post any question that puzzles you regarding sales and sales leadership careers: interviewing, the sales process, advancing and achieving.�� You will also be directly contributing to his third book, “A Salesman Forever.”

Question submissions can be made via LinkedIn to Carson V. Heady, this Facebook page: https://carsonvheady.wordpress.com/the-home-of-birth-of-a-salesman-2010-published-by-world-audience-inc-and-the-salesman-against-the-world-2014/” target=”_blank”>

Carson V. Heady has written a book entitled “Birth of a Salesman” that has a unique spin that shows you proven sales principles designed to birth in you the top producer you were born to be.

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