When I first started in sales I enrolled in a Dale Carnegie sales course and one of the books that they instructed us to read was, “Think and Grow Rich,” by Napoleon Hill. This book had a positive impact on me, and I have often recommended that sales people read the book to help them with the development of their sales careers. I was on YouTube the other day and I came across a series of videos by Napoleon Hill on the “Master Key” and the 17 principles of success. I am going to write a series of blogs on his 17 principles of success and relate these principles to being successful in sales marketing and customer relationship management (CRM).
The first principle is “definiteness of purpose” – the English dictionary defines “definite” as “clearly defined; exact; explicit.” Napoleon Hill explains in the first video that the greatest gift we have received as humans is our ability to control our minds to make choices in life. His first law of success is to make the decision that our definiteness of purpose should be to have sound health, piece of mind, labour of love, freedom from worry, positive mental attitude and material riches of your own choice.
It is well publicized that many CRM projects are considered a failure, in the white paper “The Top 10 Reasons CRM Projects Fail” by the CGI Group, 3 of the reasons for CRM failure relate to lack of definiteness of purpose of the CRM project; these are:
- CRM initiatives launched without a strategy.
- The CRM strategy is not integral to the business strategy.
- CRM is launched without defined metrics and objectives.
The key to a successful CRM implementation is having definiteness of purpose, organizations need to make a decision prior to launching a CRM “what do they want to achieve”.
Examples of CRM Definiteness of Purpose:
- Improved customer relationship
- Improved sales operations
- Improved marketing operations
- Master Customer Database
Napoleon Hill (October 26, 1883 – November 8, 1970) was an American author who was one of the earliest producers of the modern genre of personal-success literature. Hill’s works examined the power of personal beliefs, and the role they play in personal success. “What the mind of man can conceive and believe, it can achieve” is one of Hill’s hallmark expressions. How achievement actually occurs, and a formula for it that puts success in reach for the average person, were the focal points of Hill’s books.