I recently had coffee with client that I have known for over 15 years. He has a very successful career, both as a Sales Leader within a large enterprise and more recently in establishing his own business. Let’s call him John

Our conversation turned to recent new business opportunities, and John began to tell me about a recent opportunity that he had lost. John was open and honest and explained why he believed he had not successfully closed the new business account. The conversation brought to mind two quotes. Firstly, Thomas Edison, “I have not failed. I’ve just found 10,000 ways that won’t work’. Secondly Henry Ford, ‘Thinking is the hardest work there is, which is probably the reason so few engage in it’.

In sales, often the hardest lessons come from our biggest losses. That may be, for example, losing a new business sales opportunity to a competitor or losing an existing customer due to poor account management.

It is often these experiences that we learn most about ourselves through re-examining our failings, thinking and re-evaluating our professional skill set. These are only wasted opportunity if we don’t think, analyse what went wrong and learn.

I believe that sales is one of the most challenging professions, as it requires us to analyse our behaviour and address the limiting behaviour in order to succeed and move forward.

ProAptivity work closely with clients helping them to implement sales best practice within their business. If you need more information, contact us today on 028 90996388 or via email:


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