Saturday Morning Sales

Kevin Latchford


Make Your Own Movie - December 20, 2014

Over the past few years, as I head into the holidays, my kids ask me to watch a few movies with them. It’s our time to just sit back, chill out on the couch, and spend a little time at home. As we were talking last night about what movies we wanted to watch, I started to think about my weekly blog, which then led me to think about all of the “business” movies I’ve seen. And then I busted out in laughter for which my kids thought I’d finally lost my mind.


I was running through scenes and quotes in my head from Wall Street, Glengarry Glen Ross, Tin Men, The Wolf of Wall Street and Boiler Room. Why was I thinking of these and why was I laughing so hard? These are the movies that over time have become hits because of the actors and story lines. But, in the world of business, and sales in particular, these movies have become almost cult-like. You must first realize that even when based upon some manner of truth, these movies are still fictionalized by Hollywood. Yes, they are fun to watch, but no they are not educational.


And so, as I sat and pondered on my weekly post, I am reminded that we should be managing our own sales careers as if we are making a movie. In fact, we are making our own movie, and it is called our career.


As other recent posts have captured, this is a time to reflect upon the past while planning for the future, and a time to evaluate our sales plans. In many ways, your journaling is like a script. You can look at where you’ve come from so far in your career, and then you can plan accordingly for how the plot should play out. If you take this approach, you can forecast what it may take or what may be needed to reach a certain milestone in your career. As your plot unfolds, or as you look further ahead (as in years down the road), you will begin to see more clearly what steps you will need to take in your ongoing career development to then reach the climax of your own movie.


Now for a bit of fun in this exercise. You must decide what type of movie you want to make about your career. It is certainly safe to say that we all wish to avoid the horror flick. I, for one, would like to void the drama. Rather, I would say I’m heading more in the direction of a romantic comedy with my career. I’ve had opportunities that I thought were “the ones for me” only to escape my grasp. Through a few funny changes or mishaps along the way, I’ve come out better than expected. I’ve now found the one and with a little careful planning every so often I’ll live happily ever after. That is I have found the organization best suited for me with a challenging role balanced with rewards.


During this holiday time I hope you’ll have a moment or two to think about your own movie. Go back in time mentally and watch the clips in your mind of where you’ve come from. Have you reached the climax of the plot yet? Where does the story go from here? How does this next year play into the overall theme? Most importantly, take note of what you need to do to move your story forward, and then act upon those tasks. Good luck and keep selling.

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