A common trait of top producing sales professionals is their understanding of self expediency. It’s like they have an internal alarm that goes off at certain times and/or under certain conditions. This is different than how to build expediency in the sale. This is expediency in goals and performance.

Setting goals is great but in just doing that they’re worthless. There has to be some action. For action to take place there has to be motivation. Ultimately motivation needs some sort of expediency.

Self expediency has to be a call to action. A call based on a threshold set by you. You know what your activity should be to be successful. At the very least you’ve been told what those numbers are. Yet month after month the average sales person doesn’t invest the time to hit the activity for success. Why?

They simply don’t believe it. They fool themselves into this imaginary idea that they will be consistently successful by luck or by performing a lesser percentage of the activity needed. Sometimes luck can happen. I’ve always said “I’d rather be lucky than good”. The reality is it’s not going to happen consistently or at all. I don’t know about you but I need a consistent paycheck.

“We all talk to ourselves. A major key to success exists in what we say to ourselves, which helps to shape our attitude and mindset.” -Darren L. Johnson

Self expediency is a mind set.

It’s a belief that if you don’t perform now you will fail. It’s a belief in the activity numbers and work ethic. You know that without consistent activity you won’t hit your goals. If you don’t hit your goals you won’t accomplish the things that your career can offer and you desire.

Think about the times when stressful events happened that made money matters paramount. What was your work ethic like then? Was there any increase in self expediency and focus? Of course there was. Take this mindset and have it work positively for you.

When your activity is not where it should be you should have some anxiety, some self expediency, and change immediately. Don’t wait. Do it now.

Chris Lott

Chris has over 15 year’s Sales Management experience including Business Ownership, Product Management and Web Design/Marketing. He’s a national sales team strategist and trainer. Chris is the designer of the popular totallysales™ sales playbook with thousands of copies downloaded. He’s a nationally syndicated author with his articles on SalesBlog! rated as a “top must-read” on consultative selling.