How a notepad and a few minutes of carved-out time could make a huge difference for sales reps looking to close out the last half of 2022 strong.

The second half of 2022 is here, and we continue to see some of the biggest changes ever to occur in the veterinary industry. While you don’t control what happens in the marketplace you serve, you do have control over one thing: you.

While the entire industry post-pandemic seems like it is being overhauled, now is the time to consider an overhaul in the way you serve customers. You cannot stay the same. This isn’t to say that you’re flawed, just that in business there is no stagnation. Individuals and companies are either improving or getting worse. Which do you choose?

There are two ways people look at change. Top performers love it. Because they know that average or below-average competition can’t keep up. It is a barrier that separates them from the pack. So, let’s look at the attitude that fuels each.

The below-average performer sees change in this way:

Change slows me down.
Change lengthens my workday.
Change creates useless work.
Change is something others try to make me do.
Change creates stress.

Top performers view it this way:

Change makes me faster.
Change will save me time.
Change will make me more efficient and profitable.
Change is something I will initiate.
Change creates excitement.

Read that list again and ask yourself which list best describes you. If you chose the second list, congratulations! You are ready to make the second half of 2022 the year you look back on as the one that made you famous in your company and industry.

Woman looking a piece of paper representative of changing your sales life with a list of changes. — You should make separate personal and professional lists.

Make your list

Now that you have the right attitude, what can you do to initiate change within your sales territory or company? Let’s start with the following exercise:

Grab your calendar, find a day in your office, and mark your calendar with an appointment labeled. CHANGE 2022.
Make the appointment 30 minutes long.
On appointment day, set an alarm for exactly 30 minutes.
Make two lists, one professional and one personal.
Start the timer and take 15 minutes to write down everything you want to see changed in your professional life. Keep your mind positive. “I want to change my freaking boss” is not a good one to put on the list! Better examples might be, “I want to change what time I wake up in the morning. I want to change how much time I spend learning that new CRM my company invested in,” etc.
Write down as many changes as you can in 15 minutes.
Next, make your personal list. Again, spend 15 minutes writing down as much as you can.
Dream big. Nothing should be left off the list.
Your two lists should contain at least 25 changes each.

While writing, don’t stop to think about what you just wrote. Get out of your brain’s way and go as fast as possible. You will notice the more you write, the wilder and more creative your ideas become.

Your next task is to walk away from your computer or notepad for 30 minutes. When you come back, take a look at your two lists and pick five “changes” from each list that, if you make happen, will have a substantial impact on your life in 2022 and beyond.

Next, take your ten “changes” and put them in a Word Doc. Print that sheet out and post it somewhere in your office so you must view it every day.

Another idea is to save it as your screen saver so every time you load up that computer, you will be reminded yet again.

One thing is sure, once you become proactively open to change, and others see it, they will begin following you. Don’t believe it? Think of history’s greatest leaders. They became famous because they decided to change something. In addition, almost all of them became famous when times were tough. Well, here’s the good news – times are tough. So all you need to do is decide to be a leader who finds something that needs to be changed and go change it. That change should start with 30 minutes, a closed door, and a commitment to take the time to first change the only thing in life that you control. And that’s you!

As Founder of PRECISE Selling, Brian Sullivan, CSP helps improve sales, customer service, negotiations, leadership, and presentation skills through seminars and internet training programs. For more on his speaking, consulting, or books, visit: preciseselling.com or email: bsullivan@preciseselling.com.

Photo credit: istockphoto.com/HAKINMHAN

Photo credit: istockphoto.com/Prostock-Studio

30 Minutes to Change Your Sales Life

Make your list