Zig Ziglar is not a medical sales rep.
From what I've read so far, he's more involved in retail, multi-level and other types of sales. But one of his analogies etched in my brain like the carving of the cavemen on stone.
Which one, you might ask?
Let me share with you the analogy first, then you can go out and find which one it is.
Zig put forward a situation ...
... I want you to put yourself in the same situation too.
Imagine:
You have applied for leave to go on vacation.
You applied for it a week before.
Now, you've got three days left before your vacation starts. At the office today, you find a heap of files containing tasks that need to be finished.
Imagine what you do next:
Do you just leave it there and decide you'll finish them when you return?Then you imagine getting the phone calls, e-mails, or any form of notification, bugging you while you're sipping your pina colada at the beach!
How disturbing it can be, right?
So, what did you do instead?
You start by sorting the files according to their priorities
You still have three days left, so you schedule each file a dateline
Then, you make a 'to-do' list
You start taking action on the first item and then cross it out
And then another, and another, until you've gotten every item crossed and every task is done!
Zig, at this point in time, throws out interesting questions:
What has changed during these past three days?
Have you increased your job skills significantly?
Have you invested in any particular hi-tech tool to help you?
Did you pay others to do it for you?
Did you wait for your superior to tell you what to do?
What did change, really?
How did you become so resourceful?
He went out to the point that there's only one possible, logical, and emotional answer to it:
Your MOTIVATION!
Do you agree with this?If you imagine the 'before vacation' scenario, did you find your motivation level change dramatically?
Did that contribute to better performance within such a short period?
Where was it hiding previously, on your typical working day?
And the most significant question:
How would your performance be, if you were motivated all the time?
Can you picture yourself in a constant motivating state?I find Zig Ziglar's analogy strongly related to my medical sales job.
I mean, I go out almost every day meeting customers, and I do notice my resourcefulness peak when the quarter is closing.
Why?
Incentive payout!
Did I increase my job skills significantly? No.
Did my sales manager need to tell me what to do? No.
Did I get better selling tools to help me? No.
I agree that the only thing changed is my level of motivation.
What an excellent analogy to living by, indeed.
What do you think?
Do you feel the same?
PS. Click here if you want to learn how to self-insured your medical sales job.
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