Profiting From Your Past

By Tibor Shanto
We are all familiar with the saying ‘those who don’t learn from history are doomed to repeat it?” In some ways, it assumes that you want to avoid all things that have happened, which is not always true. I would be happy to repeat my wins and best days over and over. But there is no denying that you still must look to history for clues and lessons. Profiting from your past experiences is one of the most effective ways to elevate your game.
Many professionals spend more time reviewing their performance than their actual on-field time, watching the game tape. Yet few sales professionals I meet have a formal process for reviewing the outcomes of opportunities in their pipelines. Some will review wins, some losses, but usually with a narrow filter. Ask a rep why they lost and they’ll point to price and product, and they won because