{"id":163,"date":"2015-07-30T00:35:14","date_gmt":"2015-07-30T00:35:14","guid":{"rendered":"https:\/\/courses.candelalearning.com\/salesx17xmaster\/?post_type=chapter&p=163"},"modified":"2015-07-30T22:29:51","modified_gmt":"2015-07-30T22:29:51","slug":"14-1-managing-yourself-your-income-and-your-results","status":"publish","type":"chapter","link":"https:\/\/courses.lumenlearning.com\/cerritos-sales-1\/chapter\/14-1-managing-yourself-your-income-and-your-results\/","title":{"raw":"Managing Yourself, Your Income, and Your Results","rendered":"Managing Yourself, Your Income, and Your Results"},"content":{"raw":"
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Learning Objectives<\/h3>\r\n
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  1. Understand how to manage yourself as a selling professional.<\/li>\r\n\t
  2. Learn the keys to managing your time.<\/li>\r\n\t
  3. Identify the elements that drive your results and income.<\/li>\r\n<\/ol>\r\n<\/div>\r\nSo imagine that you landed your dream job in sales, you\u2019ve been to the corporate office for training and orientation, you\u2019ve set up your home office, and you\u2019ve picked up your company car\u2014now what?\r\n\r\nSales is a challenging, exhilarating, demanding, and rewarding profession. You want to be successful and enjoy what you do, but you really haven\u2019t had a chance to focus on the actual job between graduation and job interviews. Here\u2019s your chance to look ahead to how you learn the day-to-day activities that go on in the profession of selling, identify the resources to help you be a partner to your customers, and bring success to yourself and your company. It sounds like a tall order, but it\u2019s easy when you have people to guide and support you.\r\n
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    Be an A-Player<\/h2>\r\nNo matter what job you have or what company you sell for, you can and should be an \u201cA-Player.\u201d That means being the best at what you do. You don\u2019t have to be a celebrity or a person who went to Harvard, according to blogger Auren Hoffman in her April 2009 post \u201cThe A-Player Janitor\u201d: \u201cAn \u2018A-Player\u2019 by definition is incredibly productive and smart and has that \u2018it,\u2019 that rockstar-esque factor that makes everyone want to work with her.\u201d[footnote]Valeria Maltoni, \u201cHow Do You Become an A-Player?\u201d Social Media Today, April 17, 2009, http:\/\/www.socialmediatoday.com\/SMC\/85675<\/a> (accessed September 4, 2009).[\/footnote]<\/span> Her point is that hiring managers want to hire the best person for every job. So you don\u2019t have to be an A-Player in everything, just be an A-Player in the one<\/em> thing you do best.[footnote]Auren Hoffman, \u201cThe A-Player Janitor,\u201d Summation Blog, April 9, 2009, http:\/\/blog.summation.net\/2009\/04\/the-aplayer-janitor.html<\/a> (accessed September 4, 2009).[\/footnote]<\/span> Find your sweet spot and focus on it. In sales, being an A-Player means connecting with customers. You might be surprised to learn what makes someone an A-Player in sales according to this video.\r\n
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    Video Clip<\/h3>\r\nWhat Makes an A-Player?\r\n\r\nhttp:\/\/www.sellingpower.com\/content\/video\/?date=8\/29\/2009<\/a>\r\n\r\n<\/div>\r\n<\/div>\r\n
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    Managing Yourself: Making the Most of Your Resources<\/h2>\r\n\u201cThe best part of a career in sales is that it is undefined,\u201d according to Ann Devine in a recent article on The Black Collegian Online.[footnote]Ann Devine, \u201cIs a Career in Sales Right for You?\u201d The Black Collegian, http:\/\/www.black-collegian.com\/career\/career-reports\/sales-grad05.shtml<\/a> (accessed August 19, 2009).[\/footnote]<\/span> Every day is completely different; some days you will be researching leads, and other days you might be making a presentation to a prospective customer. This exciting, unstructured, and sometimes unpredictable environment rarely gets boring. But it\u2019s this lack of structure that can present a challenge in choosing priorities and accomplishing goals. Those who are successful realize how to manage themselves and their time and use the resources that are available to them from their company, their colleagues, and their community.\r\n\r\nYou might be wondering what managing yourself means. When you are in sales, one of the most important jobs you have is being sure that you have clear direction about what you want to accomplish and what you need to do to get there. Even though you are used to managing yourself and your time at school, it can be a daunting task to be responsible for calling on customers and generating sales, especially if you are based in a location remote from the company office such as your home office. So first things first\u2014identify your resources. Even though you\u2019re traveling solo, you are not alone.\r\n
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    Manage Yourself for Success<\/h3>\r\nA great salesperson starts with great habits. Here are a few tips from Richard E. Goldman, author of Luck by Design: Certain Success in an Uncertain World<\/em>.\r\n