Last week I got an opportunity and privilege to speak in a sales rally of two well-known brand in the Philippines namely Biomedis (a Unilab company), which was celebrating its 50th year, and Grapalife (an RCBC company). I must admit it wasn’t an easy task to be their keynote speaker.
Every year, companies do rally their people especially in those in sales and marketing. While having invited to give a motivational talk isn’t new to me since I’ve spoken to more than 300 companies in the past, I think every year deserves a unique attention.
Calling on people to make more sales and presenting a higher quota seems to be easy, but not when you are the person whose job is to meet such quota. At first, it seems an easy task to just add a couple of million pesos more from your last year’s performance. But, if you are the one on the field, it’s a little bit different.
The new year obviously presents a new beginning. Substantially though, nothing is really new. If you’re going to think about it, you’d realize that the only thing that changed really i your calendar year. You still have the same circle of friends, same company, same working hours, same family members, same job description.
So what is it this year?
A couple of things. One, there have been many realizations, discoveries, and learnings that we learned in 2010. My suspicion is that they will no longer work in 2011. Whatever lessons that we learned last year may no longer apply this year.
In the last quarter of 2010, many companies, your competitors at that, did an intensive corporate planning. They spent millions of pesos just to create a better strategy for 2011. Most of these planning sessions included your strategy in 2010. In other words, your company was part of their meeting. Believe when I say that your competitors have come up with something that will surprise you this year.
If you performed better in 2010, 2011 is a new ball game. Here, you’ll have to think like you’re starting from zero. What’s the benefit of starting from zero? One is, you’re able to clear your mind and build from the ground up.
I think nothing beats an excited spirit! Whatever your target is for this year, you can’t afford to be excited about it. You don’t want to entertain any fear or doubt in what you can achieve this year. You can’t leave everything to chance. What you want is better 2011. If you want to have a better year, start by creating the sense of excitement.
So let me wrap this up. In 2011, there will be game changers. If you’re not a game changer, you’ll surely dance to the tune of whoever is changing the game. I’m sure you’ll agree it’s not a good position to be. In 2011, things that you’ve learned in the past may no longer work. You don’t want to use an obsolete strategy because you know you’ll lose. In 2011, no one will beat an excited spirit. You don’t want to distract your self with doubt and reservation. You need to focus on what you can still achieve for you know you haven’t given your 100% yet.