The ‘520’ sales dilemma. If you are in sales, or you manage those who sell, there is a choice to make. And it’s not about what to do after work, it’s not deciding who to hang out with or where to meet at 5:20 p.m. for drinks or dinner. The 520 dilemma is deciding what you want out of your efforts – at work. The fact that you are reading this right now tells me that you care and you want to make the most of your future. The 520 dilemma is deciding whether you want a 5 percent  bump in your sales, and in your life in general, or whether you want a 20 percent lift.

Consider for a moment the changes that the world of sales is going through, the importance of being present with others, of choosing empathy over ego or victory. Reflect upon and study the power of letting go of the ineffective habits that everyone of us engages in when interacting with others. This is one path, but there are a myriad of options for sales skills development. Take advantage of what your enterprise offers to you. Invest just one day and you will know as I do, with certainty and with reliability, that in learning the concepts they teach, you can expect a 5 percent increase in your sales effectiveness. We also know with equal statistical validity that by following up you can realize up to 20 percent gains in whatever metrics you use every day to measure your success in sales and in life.

So, how about it, what would a 5 percent increase in your numbers mean to you, and how can you get that 5 percent float?

1. First, consider the possibility that you do not have every answer…open yourself to opportunity – take a sales class offered by your employer.
2. Then, regardless of the specific content you study, when the class is over try doing anything differently (what you do now will only get you what you are getting now).

That is all it takes. You may assume the classes your organization offers are beneath you. That assumption is not supported by data. You can gain a 5 percent return investing just 1 day of your time.  But then how can you extend that gain from 5 to 20 percent?

1. Commit to the follow up. Plan to invest 20 minutes, two times per week for the eight weeks following the training ‘event.’
2. Recruit someone else – behavioral change requires the involvement of another – find an accountability partner to journey with you for eight weeks.

It is very simple but never easy. Invest a day, expect 5 percent. Add 320 minutes of follow up and reap 20 percent! It’s your choice.