A sales dilemma salespeople face sooner or later is taking risks. This isn't theory - I know this firsthand.

You see, I spent 19 years working for other companies when I returned from Vietnam.

13 of these 19 years were with American Hospital Supply Corp. which was acquired by Baxter in 1985. I had all the jobs I ever dreamed about including sales representative, regional sales manager, director of marketing, vice president of sales, vice president of marketing, and finally vice president of sales and marketing.

Back then I was never a big risk taker - I usually played it safe.

In 1985 I started thinking about going into business for myself. The emphasis was on the keyword thinking.

I talked myself out of it every six months for three years.

It was a scary thing I was thinking about.

Giving up and risking a six-figure income.

Giving up and risking stock options.

Giving up and risking a company car.

Giving up and risking a corner office.

Giving up and risking a phenomenal benefits package.

I was so scared I became paralyzed in my thinking.

This was risky business and I wasn't sure if I was up to the challenge.

Finally, I stopped thinking.

I made a decision that would change my life for ever.

I established a written goal with a specific date. Here's what my written goals said on a sheet of paper from a yellow legal pad.

"On February 5, 1988 I will resign my position to start my sales training company."

I then signed it because it was a contract with myself.

The whole idea of doing this was still scary up until February 5th - the day I resigned.

What was once scary now became exciting and exhilarating to me.

The fear and concerns were replaced with new ideas and specific action steps.

If you're sitting on a big risk today, it up the advantages and disadvantages. If the advantages outweigh the disadvantages - go for it. Take the chance.

You'll life will be better for it.

It's one less regret you'll have during your lifetime.

Don't fill your life with regrets when you can become the person you dream about becoming.

These words are especially appropriate here: "If it is to be, it is up to me."