Don’t fall back into old habits this year and worry about taking the wrong step, instead, stay focused on the big picture, keep your head up and determine how you can be an asset to you current and potential clients.

I was very fortunate to spend the Christmas holiday in Barbados.  Each morning I got up early and walked for an hour to clear my head, plan the day and just think.  During my walk, I kept my head down, watching each footstep to make sure I didn’t twist my ankle.  One day, I happened to look up and saw a spectacular view of the sun as it started to peer above the ocean, forest and cliffs.  I have to admit, I was a little mad at myself for focusing on my footsteps and missing the first few days of vacation sunrises.

You may be doing, and missing, the same thing in business.  It’s possible you picked your head up at the beginning of the year, saw great potential and set high goals.  If you aren’t careful, you could resume old habits of keeping your eye on your footsteps.  This can cause a stumble, so it’s important to focus on the big picture.

Once in the habit of looking up and making sure your footsteps will lead you in the right direction, you will make faster changes and better decisions. This applies to everyone, especially salespeople.  Are you calling on accounts that will help make an easier, more profitable year, or are you calling only on those that will help you hit your monthly numbers?

When you are presenting to someone, are you worried about making a sale or helping the prospect think about the future?  If a prospect doesn’t see you as part of their future, you may make your monthly numbers, but you will have a lot of work left to continue the relationship.  If they see you as a solution to a long-term problem, then you are on the right track.

To ensure a future with your clients, ask, “In three years from now, how do you see us working together?”  The prospect or client will have to envision your relationship as long term. If they don’t have an answer, then your relationship might be in trouble, and this could mean it is time to have a tough conversation.

Tom Niesen is CEO of Dallas-based Acuity Systems Inc, a sales and culture development company.
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