“Burning the Ships” in Sales

“Burning the Ships” in Sales

You will never reach the top 10% of sellers unless you are 100% committed to your company, its product and winning in the marketplace. Being committed means devoting yourself completely to something. It means you eliminate any and all options for doing something else, including working somewhere else. You make a commitment about what needs to be done and you go do it by taking massive action. You persist until you achieve your goal. There is no wondering if the grass is greener. You are all in. You literally “burn the ships.”

When Spanish Conquistador Hernando Cortez landed off the shores of Mexico his army was overwhelmingly outnumbered. To ensure complete commitment from his men, he issued the order, “burn the ships.” As their only means of retreat went up in flames, Cortez said, “We go home in Aztec ships or we die.” Cortez’s army moved forward to victory over a larger, more superior army. How? Cortez and his men were all in. They were 100% committed. Cortez removed the option of failure. There was no fall-back position. It was win or die.

Are you 100% committed to winning at your current company and in your current role? Are you willing to do whatever it takes to win? Are you completely obsessed with delivering your targets and not willing to compromise? Have you removed the possibility of retreat? If achieving your goals and delivering your targets does not completely preoccupy your thoughts every minute of every hour of every day, how can you sell others on what it will take to make them happen? Sell every day like your company and life depends on it because they do. Burn the ships.

All contents copyright © 2013, Josh Lowry. All rights reserved.


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