Dizzy Dance Parties and Misguided Sales Celebrations.

What's the deal with all the sales celebrations?

On one hand it makes sense.

You just made a bunch of money.  Heck, you just slapped the competition silly.

But isn't that your job?

We don't go skipping madly down the hall when the reception at the front desk answers the phone with a smiling "Good Morning"....  We barely even notice when the accounting people process payroll and make sure to refund our expenses.

Right?  You consider those things "expected behavior".

Someone get's paid to deliver results, so why make a big deal about when they do what they are  expected to do?

And yet, in the sales world, it's unthinkable to not have the huge sales celebrations that we love to put on.

We gong bells, blow horns, and send around firm-wide emails festively noting the successes of our "crack squad" super-achievers.

And it's dizzyingly bizarre.

It's time to make changes.

Your sales career isn’t a movie.

All that silly post-close back-slapping is just noise.  And it's not even reality.

Be sad, be concerned when you’ve closed the biggest deal you’ll ever close.  It’s all “down hill” from there.

Here's something to think about:

The clearest indication of mediocrity is the need to over-celebrate.  It’s a big lie that we tell ourselves in order to take the pressure off our inferior performance.

Sure you need to cheer when all your hard work and obsessive customer service focus turns into a win for the team.  And, yes, people should be rewarded when they decidedly exceed outrageous expectations.

But a little less celebration might just be the key to achieving bigger and bolder things.

We confuse celebration with progress.

And many times it is. But the celebration is not the success. It’s the “after party”.

When you find yourself using celebration as a way to stimulate momentum (or progress), you know you are already knee-deep in the muck of mediocrity.

Expect high performance as the norm.

Then when you find yourself celebrating, you’ll know it is worth the trouble.