“The biggest part of that dartboard, that’s everything you can’t control.” – David Schwartz in today’s Tip 605
How about you? Do you control what you can control?
Join the conversation below and check the full interview with David!
David Schwartz on Sales Success Stories Interview
David Schwartz on LinkedIn
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Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Today I’ve got a clip for you from my most recent interview on the Sales Success Stories podcast with David Schwartz from Adobe that released today. I have personally watched Dave evolve and grow in the last year and now he’s at the top of his game. Here’s a short excerpt from our full conversation:
David Schwartz: So I think that’s the other thing and I’ll probably talk a little bit about this during the Sales Success Summit. All of this, and maybe this is something we talk about here has given me a very different perspective on work and life, and what’s important. And I don’t think that’s a bad thing to be totally honest with.
Scott Ingram: For sure. For sure. Let’s talk about some of it, right. Because I mean, it’s been interesting for me watching you kind of work through this and settle into a new approach and having the boundaries and that kind of thing. So I think we’ll save the deeper backstory for the summit, but let’s just get into a kind of some of the details around how you have found that balance and what the difference is. I mean, I think, it’s interesting that you’re performing as well, or even better than you ever had while you evolve also found this space.
David Schwartz: Yeah. I have thought a lot about this and I thought you might ask me about that. I think for me, it’s, I envision life as a dartboard. Okay. And if you know what a dartboard looks like, you know, you got those two outer rings and then got that very, very, very tiny bullseye. And, you know, again, we’ll get to some of the backstories, but what I learned last year when things were not great and coming out of that was the way for me to adapt. And I mean, immediately I had to kind of put this back in serious play when COVID hit. That dartboard represents life. And that bullseye represents the things that I can control directly. And that second ring is sort of the ring of influence, right. Things that are influencing me, but can’t really control. And then the biggest part of that dartboard, guess what, that’s everything you can’t control.
And I really had to start believing that and living that, and I think for work, the reason I’m able to perform really well and I’m not working, you know, 50 – 60, sometimes the end of the quarter, I will admit I was up til midnight, but the way I do that is kind of working smarter and not necessarily working harder, like understanding what things are actually going to move the needle, understanding what clients are. Yeah. They’re talking a big game, but they don’t have the budget. So they’re not going to do anything this quarter and disqualifying clients, right? I think we all make some of the mistakes of not disqualifying soon. And then we spin wheels and use lots of cycles to have conversations that ultimately don’t go anywhere.
So I have just really doubled down on the philosophy and that’s kinda what got me through the serious situation last year was getting perspective on what matters. Right? And you know, you mentioned 9 – 11, that’s coming up next week and obviously a very challenging, difficult day for me. But I managed to take that day back in many, many ways. And again, it’s also a reminder to me to make sure I’m focusing on the things that matter. Yes, I like, you know, killing it at work, but my life is not defined by my job. And I think I finally got to an app you place around that. And the irony is getting to that place is actually led to me doing better, you know, and I will also say I’d be naive and almost disrespectful not to say that my boss, he’s amazing. He’s exactly the type of manager I need. And I think I felt more empowered by him than any manager I’ve ever had potentially. Right. So that has been a large part of it but also focusing on my bullseye that’s what’s got me there.
Scott Ingram: You’ll find the rest of this interview in episode 102 of the Sales Success Stories podcast and you can get there by clicking over to top1.fm/102.
Once you’ve started to dig into that. Be sure to come back tomorrow for another great sales tip. Thanks for listening!