Don't blame the product — work harder!

By Mike McGlothlin

"Don't wish it were easier; wish you were better." — Jim Rohn

Prior to the 2014 Winter Olympics, the United States was favored to win several speed skating medals at Sochi. Shani Davis had won two gold medals at previous Olympic Games and was expected to win again. The United States earned medals at the Olympics for the past 30 years, since the Sarajevo games. Success seemed certain to some degree.

The U.S. team began wearing “state-of-the-art" speed skating suits to provide an even more prolific advantage over the competition. To everyone's surprise, the Americans lost every skating event during the first week and won zero medals. An exception was granted to switch back to their old uniforms, but the results did not change. For the first time in 30 years, the U.S. speed skating team was shut out of any medals during the Olympic Games. A spotlight was placed on the uniform. It seems like the team members were hoping for the suits to make things easier; instead they were wishing they were more prepared.

Sales is one of the most difficult professions due to the rejection, need for continual knowledge, and focus on ever-changing prospects. We all wish things would be different when we struggle with our sales. We spend a considerable amount of time, money and energy searching for the silver bullet. However, we need to concentrate on getting better. Just like a change in uniform didn't make the U.S. speed skating team better, a new product or lead system doesn't make your job easier. It takes hard work, new ideas, and commitment to the industry.