I will never forget that sound!

I was sitting in a traffic jam in Dallas, TX.  I was listening to the radio.  My thoughts were interrupted by the sound of screeching tires.  As I looked into my rear-view window, I saw a car coming toward me – or shall I say skidding toward me.  I was certain that I was about to be hit from behind and I braced myself.

To my surprise, the car was able to stop just inches from my rear bumper.

Now, I consider myself a very nice person.  I open doors for people.  I smile and shake hands.  I really do enjoy my interactions with others.

However, on that day – not so much.  My heart was racing and I didn’t act – I reacted.  I raised my hands into the air and yelled, “What the heck are you doing?!”

Fortunately, there was no way the man in the other car heard me.  I don’t even think he saw my raised hands.  And there is very little doubt in my mind that his heart was racing every bit as much as my own.[lightbox link=”https://jeffcwest.com/wp-content/uploads/2014/08/deer-traffic.jpg” thumb=”https://jeffcwest.com/wp-content/uploads/2014/08/deer-traffic.jpg” width=”300″ align=”right” title=”deer traffic” frame=”true” icon=”image” caption=””]

As I look back over my 31 years in sales, I can think of many times in which I saw sales people and sales leaders in a similar situations – not in traffic, but in their business.  They were not focused on the basics of making the sales magic happen in their daily activities.  Thus, when there was a problem ahead, they were totally caught off guard.

It makes me want to yell, “What the heck are you doing?”

As you look down the road, there will always be times in which everything you touch turns to gold.  However, there will also be those times where everything you touch turns to something a little less shiny.  But if you are focused on the fundamentals that keep your business moving in the right direction, you will find yourself ready for the unexpected.

Over the next few days, we will discuss “What the heck you are doing” when it comes to your sales process and your sales leadership role.

QUESTION: How much time do you spend each day filling your pipeline?