Sales motivation is a daily opportunity.  I can’t over-emphasize the importance of staying focused, no matter what the situation.  If you’re like me and you spend a lot of time traveling, you’re bound to endure crowded planes, delays, and numerous other issues that impede your travel schedule.  (I’m writing this while sitting in still another airport watching a thunderstorm grind everything to a halt.)  It’s easy to say, but the simple fact is that no matter what the delay is, you can’t allow it to move you away from your ultimate goal.  Use every “opportunity” as a gift of extra time to dig deeper into a customer’s presentation, to research on the web, or to just catch up on your email.

Stay focused on your big prize.  Don’t worry about the short-term issues.  Don’t sweat the little stuff.  Keep your attention on your annual goal and the big customer.  Remember, there’s nothing you or anyone else can do about the vast majority of travel delays.

Finally, it’s the short-sided, self-serving person who chooses to vent and get mad at the gate agent.  It’s the true strategic leader who remains calm and stays focused on the big picture.

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