fin i sh

well!

Two Great Assets for Your Finishing Room:

Easy | Axis

Foot-rotated turntable for applying finishes.

HDPE Construction cleans-up easily from any type of finish residue.

Two easily interchangeable support plates with either non-slip pads or elevation pins.

Dura | Rack

A stable solution to store and transport both small and large freshly finished parts.

Heavy-duty powder-coated steel frame with solid aluminum support rods.

Replaceable paper tubes keep your product clean.

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“Automate some time-consuming processes?” Not if it means the current staff will have to learn new skills. We’re doing OK just the way we are.

Since “doing OK” becomes the default response to any initiative, the company’s moderate success undermines any efforts for greater success, excellence and influence. Moderate success becomes the enemy of greater success.

The same is true for professional salespeople. Moderate success squelches any inclination to the hard work of greater success:

“Attend a sales seminar?” Nope, too busy and, besides, I’m doing OK.

“Spend time mastering a new product?” Naw, I’m doing OK with what I’m currently doing.

“Invest in prospecting for new customers?” No, I’m too busy with my current customers, and besides, I’m doing OK as it is.

Excellence demands commitment. Moderate success lounges in indifference. Excellence requires hard work. Moderate success doesn’t stress anyone. Excellence mandates taking risks. Moderate success avoids them. Excellence requires change. Moderate success protects the status quo.

In my 30 years of practice, I’ve interacted with thousands of executives and owners, and engaged with tens of thousands of B2B salespeople. The overwhelming majority have been lulled by moderate success to a place where they are hesitant to pursue excellence, wary of reaching for their potential, tentative about embracing any new ideas, and afraid of stretching beyond today’s comfort zones.

That’s one of the main reasons why only 5% to 20% of businesses and salespeople ever reach their potential. The rest got waylaid by moderate success. S P

DAVE KAHLE is a leading sales authority, having written 12 books and presented in 47 states and 11 countries. For more information, visit davekahle.com.