Character and persistence are important characteristics of both adventurers and high performing sales people. In Conquering the Seven Summits of Sales: From Everest to Every Business, Achieving Peak Performance, Susan and John have captured some of those characteristics as well as some of the processes and tactics they have employed in both their climbing challenges and their business exploits.
For each endeavour, Susan and John have a 3 stage process:
1. Project – set a challenging target or goal.
2. Prepare – take all of the steps you can and stack the odds in your favour.
3. Persevere – never, never, never give up.
Throughout the book we explore each of these stages and are entertained and thrilled by a series of personal challenges from the climbing exploits of the authors as we see how these can map to a variety of business challenges. The character that is built in overcoming the challenges of climbing the highest mountains in the world can be just a valuable in the world in the business.
We learn best through metaphor, there is no better metaphor for achieving lofty goals than to consider them as mountains. And following a structured process of goal setting planning, preparation and with perseverance both the physical and business peak can be mastered.
Susan and John recommend you commit to the summit (the business goal) you are aiming to achieve. There is a mental response we have in making a commitment that drives us on when we face setbacks.
Planning allows us to consider the best use of our time and how to deal with any potential challenges and Susan and John suggest that it is considered at 2 levels.
– Tactical activities – which are day to day activities such as accounting actions and meeting clients.
– Strategic activities – developing industrial knowledge for customer meetings or creating personal fitness and performance goals.
Another key component of working your way to the summit is to build your sherpa team, and S&J have some excellent points for building and managing a team. This is a factor that is often missed in sales books as they tend to focus on individual effort rather than the benefits of working as a team.
Perseverance is the final factor that Susan and John discuss in the book and they explore the how to persevere. This includes personal attitudes as well as how to adapt to challenges that may pop up and how to re-plan your route to the top.
With techniques and case studies scattered through the book, Seven Summits offers both insight and practical applications for sales people at all levels and of any experience.
Overall, to quote Susan and John, ‘There is no greater high than achieving your dream’.
So if sales excellence (or mountain climbing) is you dream then you may want to pick up a copy of Conquering the Seven Summits of Sales. It is engaging, entertaining and filled with anecdotes that reflect both the adventure of climbing and the challenges of professional sales.
Dare to Aspire