Though I usually post only original thoughts about sales management and best practices, an inspirational message about gratitude in Marc Cenedella’s Ladders newsletter is worth reflection and repeating.

Beside being an awesome ’70’s Earth, Wind & Fire album, gratitude can be a helpful daily milepost for sales professionals.

First, a generally agreed on truth. As Mark says, “Showing gratitude is good for you. When you focus more on the good in the world around you, it actually puts you in a better mood and a better frame of mind.”

How does this relate to sales? Inside every sales organization are people that “make it happen” after the sale has been made. They work in various departments: campaign fulfillment, sales support, operations, analytics, and more. These individuals work hard to deliver the campaign as purchased and on time. Their success makes the customer’s decision to buy look smart. By association, the sales rep who landed the initial order looks good, too.

Knowing this, and paraphrasing Mark: is there any benefit to dwelling on your co-worker’s errors, mistakes, or missteps rather than appreciating their successes and rewarding them for their triumphs, small and large? Focusing on strengths makes you feel better and it actually makes you better. With each “thank you,” you become a more gracious, supportive, collaborative colleague. And who doesn’t like receiving a sincere expression of appreciation for good work?

And now, externally. Yes, your customers are your major asset and revenue source. But what about the person that connected you with that next sale or introduced you at a trade show? Or the account you inherited from a previous sales rep that did a great job on the business? Or the recruiter that connected you with your current opportunity? When we step back from the daily all-consuming effort of sales, we see a bigger picture of connections, referrals, and supporters that contributed to a sale.

Cenedella says: “Too often, busy professionals wait until it is too late to build strong and effective relationships with peers and professional contacts. The worst time to reach out to someone after a long pause is when you need a favor. The best time is… today. And if you can share something appreciative, it will make all the difference.”

So, thank YOU Mark, for your helpful email on this especially important reminder. Earth, Wind and Fire provides a nice wrap up:

“Open up your heart, let your body find

Freedom in your stride, love, peace of mind”