What Got You Here Won't Get You There in Sales: How Successful Salespeople Take it to the Next Level

CHANGE = DISSATISFACTION > RESISTANCE

Although we know that change will occur whenever dissatisfaction is greater than resistance, a question we often hear is, “Can you teach an old dog new tricks?” You bet you can. We have examples of people effecting significant change even in the later stages of their careers. Age has nothing to do with it. Nor is it about personality or intelligence. The first step in change for successful individuals is to own it, to recognize that the issue isn’t about the customer, the market, or even the product—it is about you.

Second, you have to want to change. Simply being aware that you “add too much value” or “make excuses” isn’t enough. To summon up the energy to change, you have to be highly motivated to make ...