| Dale Earnhardt was raised by a father who raced | | | | of the people I was coaching asked me, "How |
| stock cars. As a boy, his Dad used to coach him | | | | long does it take to get so good at this?" I told |
| how to race go karts. He would stand on the | | | | her a year. I saw a displeased expression on her |
| track as Dale drove by on his go kart. He | | | | face. But then after discussing it, she realized that |
| gradually stepped closer and closer, to the point | | | | in a year, she could be 85 percent more effective |
| where Dale had to race by him with only an inch | | | | if she "stuck to it". This brings up another point |
| to spare without hitting his Dad. This built | | | | about achieving greatness and what winners do. |
| confidence, courage and skill in Dale. He went on, | | | | All of them practice and train. It is a lifelong quest |
| as you know, to be one of the greatest NASCAR | | | | to be even better. But to many of them, |
| Cup racers that ever lived. His son, Dale Junior, is | | | | achievement and making money are not the only |
| quite a racer himself, although he hasn't done so | | | | goals. The end goal is the journey. |
| well lately, he still made $30M last year! | | | | To prove the point, recently, a reporter |
| Did you ever ask yourself how to be great and | | | | interviewed a top NASCAR racer and asked, |
| how to be a real winner in sales? Did you ever | | | | "What is the most enjoyable experience you've |
| ask yourself what is it that some people have | | | | had in racing?" The racer told him that it was |
| that makes them so excellent at what they do? | | | | actually before he made it to the Cup division (the |
| I've been fortunate enough to meet people who | | | | top division in NASCAR Racing). Instead what he |
| have achieved greatness in their lives. Without | | | | enjoyed the most was when he was racing at |
| exception, they all had one or more mentors. | | | | short tracks or what racers call "bull pens". These |
| They worked at developing a good relationship | | | | are smaller, quarter mile to five-eighths mile |
| with mentors, built trust and expressed | | | | tracks, not the super speedways like Daytona or |
| appreciation for what their mentors did for them. | | | | Talladega. It was pure racing, being competitive |
| Another thing that I've noticed is that they all | | | | and fully engaging in the sport at those short |
| have an unconditional commitment to what they | | | | tracks that he really enjoyed. |
| do. So, if it means working on a weekend, they | | | | Top performers, winners and people of greatness |
| will. | | | | have one thing in common - they love what they |
| An interesting aspect of these people is that they | | | | do. It is a means to an end in itself. And with that |
| seem to have what I call a generosity mentality. | | | | comes a level of commitment and satisfaction as |
| They give. I don't necessarily mean money. | | | | skills improve and usually the rewards that come |
| Sometimes it's their time or advice. I know a | | | | with it. |
| person who owns several successful companies | | | | You'll know when you are on your way to |
| and provides referrals and introductions to many | | | | greatness when you get home at night, relax and |
| he knows. Ralph Waldo Emerson, the philosopher, | | | | think about how the day went. As you think |
| wrote an essay called "Emerson's Law of | | | | about how great the day went, all the preparation |
| Compensation". It explains that if you want more, | | | | you put into it and how you pulled if off |
| give more. I think winners, at some level, know | | | | flawlessly, or close to it, emotion will overwhelm |
| this to be true. | | | | you. Those moments of satisfaction will then |
| Today I was doing some sales coaching and one | | | | inspire you for "the hunt" which in sales is endless. |