Saturday Morning Sales

Kevin Latchford


Another Matthew Kelly Quote - January 20, 2018

Over the past two weeks I have written about, generally speaking, being a good person not just a good sales person. There are many good people that are lousy sales reps. There are also great sales people that are not-so-good human beings. I’ve always strived to be both, and truly believe one has everything to do with the other.


Referring back to my post about author Matthew Kelly and the philosophy of becoming the best-version-of-oneself, I feel the need to use my post this week as a follow-up to the past two by sharing my thoughts on another Kelly quote:


“Who you become is infinitely more important than what you do, or what you have.” 


I’ve come across this quote throughout many of the books and posts I’ve read by Mr. Kelly, and at first I simply glossed over it, never really giving much thought to the real meaning. However, over the past year, while I’ve worked diligently to enhance my own life physically, mentally, emotionally and spiritually, these words have been my silent mantra. Now you’re probably wondering what this has to do with my typical sales advice or posts. Please allow me to explain.


Although I’ve read Mr. Kelly’s works off and on for several years, as you’ve recently read through my posts, it was not until mid-2017, when I was 45 years old, that I consciously chose to work on becoming a “better-version-of-myself” in hopes of someday being the “best-version-of-myself”. I believe Mr. Kelly’s words that I am sharing today are the key to my becoming the best-version-of-myself on both a personal and professional level. Here is how I’ve broken down this quote to have such a great impact on my life and it is my hope this short message will resonate with you as a person and as a sales person.


It took me a while to digest this message and it was only after a lot of quiet ponderance that I was able to dissect the meaning of the message. And, when I say I dissected the meaning of the message, I have done so as it relates specifically to me and not to anyone else. The meaning of this quote finally hit me when I studied it in reverse, as in what do I have, what do I do, and ultimately who am I.


What I have is a pretty good life and lifestyle. I have a great wife and wonderful children; a stable family. I have a very good career, solid company, and I’m surrounded by hard working professionals. I have more than enough material possessions to make myself and my family and friends happy. What I do is work as a sales person. I’ve coached youth sports. I volunteer personally and professionally from time-to-time. But, then I ask myself, "who am I?"


I am a loving husband, father and friend. I am a fair employer. I am a successful sales person. I am a business owner and entrepreneur. I am a coach. I am outdoors enthusiast. I am a faithful Catholic. I am all of these things and more, and yet I am continuing to seek ways to become the best-version-of-myself.


As I continue to dissect this quote from Matthew Kelly: “Who you become is infinitely more important than what you do, or what you have” I am reminded that it is not my career or possessions that define who I am rather those are byproducts of whom I am today and who I want to become. They are intertwined and by recognizing that it is vastly more important to be a good person, each day striving to be a better-version-of-myself, while on the journey of becoming the best-version-of-myself, it is my character that will be my personal compass. Staying true to myself in all that I do, as a husband, father, friend, boss, sales person, coach, volunteer, etc. will ultimately be what defines me and not just being known as a successful sales person who accumulated stuff because of my accomplishments.

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