Atta boy!

You have been working hard and that big deal has finally come through. Ring the bell! You are the hero. The Sales King for the day. You are the golden boy (or gal). You saved the the day, the month, the quarter, for yourself, your team, and maybe even your entire organization.

Your manager shares your success with his boss. His boss shares it with the VP. It spreads like wild fire. The accolades rain down. The memos and emails come in congratulating you and your wonderful accomplishments.

For some, you take it in stride. Just part of the job. Read’m, thank’m, and pitch’m!

Not so fast cowboy.

Many times in your career you will (hopefully) be closing big deals. You will receive the full complement of emails, letters, and those what i call Atta Boys from many in your organization. So now what? What do you do with all this praise?

Do yourself a favor and follow the best advice I ever received, save them. Each and every one. Take one of those hanging file folders and create an Atta Boy file. Put all the memos that you receive and drop them in the file. Also, you should take the time to write down exactly what you did and how you did it. Write down what the customer results were and what benefits they received. Do it while it is fresh in your mind. Also, commit to documenting what the circumstances were prior to the sale. Remember to come back once the solution is implemented and make sure to document what the actual results and customer benefits are.

Believe it or not, at some point in your future, you will want to know exactly what you did, how you did it, and what the results were for both your customer and your company alike. Whether you are looking to duplicate your success with another account in your same capacity or whether you are looking to articulate these successes sometime in the future, it is critical to document and save your success while it is fresh in your mind.

Start now, and some time in the future it will come in handy and you will be glad you did. You might even say Atta Boy!

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Categories: Sales

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