Part I: Are You Obsessed with Behaviors that Actually Drive Sales?

by Jeff Shore 

How great do you want to be? How successful? How inventive? How happy? How meaningful?

Let me put that another way: What in your life and your career is worth obsessing over?

Classical musicians obsess about practicing to perfection. Master sommeliers obsess over finding the best wines in the world. Many sports fans are, literally, fanatical about their favorite team.

Business biographies are full of stories of obsession. Steve Jobs was obsessive about the ultimate user interface throughout his time at Apple. Herb Kelleher obsessed over affordable and enjoyable air travel at Southwest Airlines. Howard Schulz obsessed over perfect coffee experiences at Starbucks.

Earlier this year I had to come to grips with an important stumbling block in my own development. The issue I faced: confusing obsessions with initiatives. I had all kinds of initiatives; I had very few obsessions.

Initiatives are about projects. They might be important and beneficial, but there is something lacking. My initiatives lacked passion. They were things that I had to do, but didn’t necessarily want to do.

My obsessions, on the other hand, were an outpouring of my passion. There was a fiery energy that came along with pursuing those things that would truly make a difference.

When it comes to an obsession:

  • You think about it all the time
  • You talk about it all the time
  • It is a part of your personal culture
  • Other people think you’re a bit psycho

So again, what do you obsess about? More importantly, what should you obsess about?

Over the next several weeks, we’ll talk about the behaviors that drive sales results that require your total obsession:

Obsession #1 – Obsessing over the quality of the team

Obsession #2 – Obsessing over skill development

Obsession #3 – Obsessing over inspirational leadership

Obsession #4 – Obsessing over lead conversion maximization

At Sales Leadership Summit 2019 we’re going to talk about what it looks like to obsess over these things on a day-to-day basis.

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About the Author: Jeff Shore

Jeff Shore

Jeff Shore is the Founder and President of Shore Consulting, Inc. a company specializing in field-tested and proven consumer psychology-based sales training programs.

Jeff is a top-selling author, host of the popular sales podcast, The Buyer’s Mind, and an award-winning keynote speaker. He holds the prestigious Certified Speaking Professional designation from the National Speakers Association and is a member of the NSA’s exclusive Million Dollar Speaker’s Group.

With over 30 years of real-world, frontline experience, Jeff’s advanced sales strategies spring from extensive research into the psychology of buying and selling. He teaches salespeople how to climb inside the mind of their customers to sell the way their buyers want to buy. Using these modern, game-changing techniques, Jeff Shore’s clients generated over $30 billion in sales last year.