Business leaders are good for rallying their teams with words of encouragement and cheers to try harder. Entrepreneurial leaders glorify the grind. And, consultants produce books and blogs that emphasize the benefits of maximum effort. Unfortunately, inspired efforts do not create business success. To be clear, by all means perform the work that leads to revenue. Ultimately, the differentiator for success is not working hard. It is not even working smart. It definitely is not working longer. But, success is a byproduct of work. Right?

Preparation
For business success, work must be intentional. The right skills have to be applied to the right opportunities. Spending more time with the wrong tactics is like driving home on a northbound freeway when home is south of the office. Proper navigation tools, plus the willingness to apply them correctly would make the after-work commute more successful. Business development success works the same way. Obtain the skills and apply them properly. Regarding sales success, having fundamentals like product knowledge, insightful lead generation, customer value communication, and proven closing techniques lead to revenue growth. But these tactics will only work properly when the professional has prepared, trained, and secured experience to execute them properly. Efforts are important. But, professionals must prepare their skill and attitude for success so that the efforts will produce results.

Execution
The aforementioned efforts that began with preparation can only be consummated with proper execution. Well-trained sales professionals with the skill and desire to achieve tangible goals are important factors toward sales success. But knowing is one thing. Doing is definitely another. Revenue is achieved by doing. The professional who studies their training manual, then recites product specifications and benefits in their sleep has an admirable depth of knowledge. What about the colleague who understands a limited set of product features, but works to get a sales call with every available prospect in the market who wants that specific solution? That professional has an admirable depth of earnings! Prepare and execute. Doing gets the results! Know-how starts progress. Want-to delivers results. Those facts are simply the truth.

According to Sir Winston Churchill, “The truth is incontrovertible; malice may attack it, ignorance may deride it, but in the end, there it is.” In business, results are the truth and they are incontrovertible! Furthermore, rewards are incontrovertible. When a professional executes their business development goals and in turn earns their rewards, those rewards must be available. Revenue generating excellence is a transferrable skill. And, performance excellence always has a place. Successful business leaders honor and reward professionals who deliver. Team members who give great efforts can still be applauded. But, recognize that leaders have to answer to someone, too. If their responsibilities focus on leading teams to results, recognize that the leader needs more than applause to keep their position. Regardless of your role, deliver results. Then, embrace the rewards.

By Glenn W Hunter
Principal of Hunter And Beyond