In army slang ‘Battle Rattle’ means wearing full battle kit…FULL.
I’ve yet to find a suitably equivalent term to apply to the sales arena…
Maybe you could suggest one…
In truth…I like Battle Rattle.
You see, in my mind, it’s not just about the external kit and the benefits and challenges it brings, it’s not about doing combat (because good sales people just don’t) with those encountered, it’s not even about the protection and security of being part of a tribe when it matters most.
But it does speak to my mind about the sense of endeavour, the effort, the focus, the commitment.
Because, after all, in the army arena, any ambivalent indifference to success is critical, and may be fatal…
Thankfully, the stakes on the sales field are never so high.
Does that mean the commitment, focus and intent should be any less?
That’s a personal question and a very personal choice.
You might say the two worlds can’t be compared…I’d agree.
You might say they have more in common than we suspect…I’d agree with that too.
Whatever your view, you and I can agree that mindset is everything.
Think about this
Two sales people, same training, same skill level, same support, same product, same back up, same sector, same everything.
Yet one flies, smashing sales targets for fun and the other is a constant ball of stress expecting to be fired at any moment.
I see this all the time.
In fact, when meeting a new sales team, the game I play with myself is to spot the sales winners before I see their stats.
I win most times.
For no other reason that success shines and failure lurks like a dark secret.
Ok, the example above is a representation of the extremes, but those extremes and the resting places between those extremes are easy to spot.
But the real bad news is, if I can see it…so can the prospects.
According to research by CSO Insights, 54% of sales people won’t hit their sales target.
Next time you’re wondering about why you’ve got some super stars and some not so super stars on your sales team, just consider one thing.
All the training, skill and product knowledge in the world will only get them so far.
All the revised reward and bonus schemes may get them a tad further.
Short term performance improvement programs might also help.
But before you check out and invest in all that…check out their Battle Rattle too…
State of mind is everything.
If you’d like to beat the national average and make sure your team’s not part of the 54% Club, take a look here…
You can also pick up this – TOTALLY FREE