Selling is a business. If you sell for a living, it is your business.
Selling has been described as an art, a profession, a career, an occupation, a science, and even a game. In the right context, those terms are valid. However, the very best producers in sales think of themselves as the CEO's of their own businesses. They act in accordance with their own business choices and business decisions. It follows then that the decisions they make will determine their ultimate success or ultimate failure. The rewards of good decision-making are far-reaching and observable. Equally, the fruits of poor decision-making, or the common reluctance to make personal choices, are often frustration, discouragement, and lesser material rewards.
The arena in which you conduct your business affairs is neither supportive nor appreciative of such uncommon sense as has been described here. The real nature of high-level achievement in sales is seldom taught. Instead, survival skills are taught needlessly. It is one of the reasons that the extraordinary money earners in selling are in such a minority. These individuals make up a small segment whose members, through fortune or circumstance, came to grips with the reality of just what it is that they do.
It is with this knowledge and understanding that an individual can develop a personal strategy for success. Strategic planning in business is paramount. Therefore, it is important for the sales professional to engage in personal strategy sessions on a regular basis. Strategy begins with knowledge. The most important knowledge is about the nature of one's own activities.