When you hear bosses talk about their best salespeople, they often refer to them as rock stars. It’s the highest praise your boss can give someone on your team. Every salesperson aspires to be referred to in that manner, but very few make the grade.
Many have the talent. Many get to the top of the charts for a month or two. Many make it to No. 1… and burn out. What’s your rating on the top 100 chart?
If you’re a rock star, it means…

• You have superior talent. You can play and sing.
• You can harmonize with everyone else in the band.
• You write song lyrics that others identify with.
• Your fans don’t just like you—they love you!
• You have a confidence, a swagger.
• You are a leader—at least of your own band.
• You are respected by your peers as a talented player.
• People write about you.
• People will pay to see you play.
• You have proven yourself over time with consistent quality.

It also means…

• You know the business of rock ’n’ roll.
• You have real wealth, not just money.
• You could qualify for the Rock and Roll Hall of Fame.
• You could become a legend.

How do you view yourself? Are you the Bruce Springsteen of the E Street Band? Or are you just a roadie? Most salespeople would like to think of themselves as being rock stars, but they don’t display the talent to match their definition.

But there’s much more to it than that. Ever think about what it took for a rock star to become one? To achieve in the face of doubting people or naysayers, face rejection after rejection, spend endless hours practicing and rehearsing, make some sales and some more sales, and finally a No. 1 song and a sellout concert.

Wow! No wonder so few people make it. Rock stars, like anyone else, have to show discipline and take consistent good actions. Kind of like you. Think about the rock stars who are familiar to you: Elvis, The Beatles, Bruce Springsteen (the real boss), Tina Turner and Aretha Franklin.

These people achieved their status by putting in years of hard work. All of them love what they do. They rose from humble beginnings to stardom by taking advantage of their talent.

How are you taking advantage of your talent?
• How much do you love what you do?
• How hard are you willing to work?
• How positive can you remain in the face of obstacles?

The love of what you do, combined with your belief in what you do, will not determine your success. It will determine how hard you will work and how dedicated you will be to achieving it. Success just shows up from there.

If you want to become a rock star, the first thing you have to do is learn how to rock.

Note of coincidence: For the past 30 years of selling, I have always played rock ’n’ roll music on my way to a sale. It sets my own internal positive and upbeat tone.