What VITO wants to accomplish at VITO, Inc. is what you want to accomplish for yourself and the organization you sell for.
In Fact …You are VITO! Stay with me on this one ….
Every sales job comes with expectations. It’s been my personal experience that most of these expectations tend to spin around such issues as territory development, quota performance, effective use of your resources, team playing and ‘professionalism’, and compliance with the sales process and the corporate culture of the enterprise you happen to be selling for.
If you stop and think about it (and I strongly suggest you do), you will realize that the expectations you are responsible for boil down to these four:
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Revenue generation
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Effectiveness/efficiency/resource management
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Cost and time containment and/or savings
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Compliance
Look familiar? It should.
As a matter of fact if you’re reading the above four results for the first time, STOP RIGHT HERE!!!! You skipped over (un-intentionally, of course) the first few CRITICALLY IMPORTANT 2012 blog posts!!!!!! If the four results ARE FAMILIAR good! Let’s continue,…You and VITO are measured in pretty much the same basic ways. Sure, you can argue about the differences, but the big point is what’s worth noticing: What VITO wants to accomplish at VITO, Inc. is what you want to accomplish for yourself and the organization you sell for.
Read it again….
What VITO wants to accomplish at VITO, Inc. is what you want to accomplish for yourself and the organization you sell for.
NOW, Ask yourself:
Would you spend time with someone with whom you shared similar traits, characteristics, and attitudes (like you read about in a prior 2012 blog post), who had goals, plans, and objectives that were similar to yours (ditto), and who had the possibility of bringing ideas to the table that would help you overachieve your goals, plans, and objectives (double ditto)?
If your answer was, “No, not really”, then schedule a vacation as soon as you can. Clearly, you’ve been working too hard.
Let’s look at where we are so far.
VITO sits at the top or the organization and has the ultimate veto power. VITO’s traits and your traits are quite similar. The results your product can deliver are potentially in alignment with what VITO needs to ensure over-achievement at VITO, Inc. and, the results VITO gets measured on and wants to achieve with his or her organization and the results and what you’re measured on and want to achieve in your own sales career are quite similar!
Once you’ve processed all that, say the following VITO Rules out loud: VITO Rule 1: VITO will like me because I am like VITO.
