By: Kriss Barlow, RN, MBA | kbarlow@barlowmccarthy.com
Keep yourself positive, cheerful and goal-oriented. Sales success is 80% attitude and only 20% aptitude. -Brian Tracy
Understatement of the year… not every day in the field is awesome. It is a journey of highs and lows. For me, the high was always a great conversation that progressed the growth goal. The lows (yes, plural) were when I personally failed; the plan went awry either with internal stakeholders or my prospects. I hate that feeling. Perhaps you have had one of those in the last week. What makes your best day or the not great day? Those who thrive in the role have a knack for steady, positive energy as they start each day, and each visit. As I observe field staff who have mastered the art of keeping it positive most embrace these five attributes.
- Goal setting. I feel like this topic finds its way into many of my writings, but it really belongs here. Setting small personal goals helps with focus and it’s an important way to stay in touch with your daily progress. Big goals are essential, but for me, the biggies are best met when I stay the course on meeting my small goals in a consistent way.
- Let it go. The theme song from “Frozen” had it right. It’s that experience with a gatekeeper or a conversation with a doctor that stalled and the negative literally takes-over the brain. It becomes obsessive and often impacts how we approach the next visit. Consider tools to rid yourself of the past. For example, write the ugly experience on a sheet of paper and then shred it. Positive field energy pays dividends when we learn from what did not work. Rather than dwelling on it, consider one or two options to avoid a repeat.
- Five minutes of affirmation. Set aside 3-5 minutes every day. I know time is precious, but I promise this will be a difference maker. Each morning, give yourself permission to do some positive reflection. You can sit quietly in your car or any spot that works for you. Say something nice to yourself, affirm your role, talent and ability to be successful in the role. Some people like to read a line or two or listen to something positive so whatever works. Make this one a habit.
- Don’t let intimidation manage your mood. Many of you work in markets where the rules of engagement have changed. Whether it’s a boss, gatekeeper or a doctor who sets a mood of tension, your role is clear. Managing intimidation starts with personal clarity about the value you provide. Consider the practice, your offerings and the needs of their patients. Be confident you deserve to ask for a conversation then prepare and be kind, persistent and ask for what you desire. You control your mood.
- Knowledge can feed inspiration. There are times when negativity is the result of “same old- same old.” We fall into predictable patterns of what we will say, what they say and what is accomplished. Routine is not always a gift. Positive people are the first to admit they use ideas and insights from others. For some this is reading positive quotes. I love quotes but admit that I my go-to read is sales techniques. Whether I like the idea or not, I am left feeling more confident about my approach. Learning is a really important way to stay immersed in the role.
What score would you give yourself in the field positivity category? For most of us, work is not optional. What we do have choice about is how we approach each day. This is a personal job for each of us. Find your best tools to lift up those miserable field moments and celebrate the good ones. And please share what works for you. The right attitude will pay dividends.