3 Tips to be “Intentionally Exemplary”

By Joni Santos on Mar 10, 2015

2 Minute Estimated Read Time

Are you intentionally exemplary? Do your actions and decisions reflect this quest for sales excellence?

Let’s be honest. With all of the hustle and bustle of balancing work and personal obligations, it’s easy to fall into a rhythm of “action without thought.” Go here, do that, call this client, place the order, check the box. And while it’s nice to have made it through your list of to-do’s every day, the repercussions of hasty decisions made in your robotic-like pursuit to just get things done can be quite nasty.

How many times have you made a quick decision only to regret it later? Sometimes this regret takes weeks or even months to surface; sometimes it can appear almost instantaneously.

Consider the example of a sales rep at the end of the quarter trying to make her number. She has been negotiating with a new customer and needs to close the deal to finish the quarter strong. To top it off, her manager is breathing down her neck about bringing in new business. At the last minute, the customer asks for additional services, which the rep quickly and gladly agrees to just to get the deal done. Within weeks, she regrets caving into their service demands, as dealing with the constant requests takes her away from selling new business. Because she is unable to sell as much as she needs to, she is well on her way to missing this quarter’s numbers.

Sophocles declared, “Quick decisions are unsafe decisions.” And I think we would all agree that unsafe decisions are not intentionally exemplary.

In the example above, the sales rep could have saved herself a lot of heartache if she knew her values in advance of the negotiation and stuck by them no matter how tempted she was to get the deal done. Roy E. Disney said, “When your values are clear to you, making decisions becomes easier.” Knowing your values helps you to be intentionally exemplary.

I must admit that I am borrowing the term, “intentionally exemplary,” from the principal at our local elementary school. Kara Stimpson was hired this year and began using the phrase immediately with parents, teachers and students alike, urging all of us to make good decisions to positively impact our school. Even though the school is at the top of its game with high student achievement and teacher retention, we must continue to make decisions as a community to be intentionally exemplary. Every decision made at every level has an impact.

So, to recap, how can we be intentionally exemplary in our decision-making?

  1. Slow down… know your timeline and manage accordingly.
  2. Know your values… and stick to them!
  3. Think of future impact… remember that your decisions have consequences for you and for others.

Do you have other ways to ensure intentionally exemplary behavior and decision-making? Join the conversation!

Topics: selling skills

Joni Santos

Written by Joni Santos

Joni Santos thrives on connecting with clients on a level deeper than your typical consultant to develop customized business solutions that drive measurable results. With her diverse background in corporate marketing, field sales, training/development and consulting, as well as having worked in and for companies from start-ups to the Fortune 50, Joni brings a unique and well-rounded perspective to each sales effectiveness initiative. Best known for her team-player attitude, eye for detail and propensity for planning, Joni drives the delivery of high-impact client programs that are on time, on budget and on point.

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