In today’s market place no business can afford to stand-still. In fact, it is impossible. One is either moving forward or going backward. And hopefully going forward with profitable new name revenues.
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I have decided to stay away from praising one method (inadvertently over others), knowing that each one has a time and a place, and instead focus on the traits of a good salesperson.
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As a sales leader, you can use your rank, sales goals, performance reviews, sales process management, and various training to try to get your team up and running and hope for their best performance. But at the end of the day, what comes from within - their hearts and motivations are the driving force for success.
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Gratitude is not just a once-a-year expression used during Thanksgiving, performance appraisals, or annual meetings. It's a daily necessity for sales professionals whose goal it is to provide value for as many people as possible.
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It starts with the long list of the things that need to get done, making sure that everything unnecessary stays off the list. What remains is still way more than there is time in a day.
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In a conversation with a founder, he shared that in preparation for his start-up he read books and watched every podcast of a certain sales guru; and now he was ready to sell.
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We promote people based on their accomplishments in their current role, e.g., the most successful salesperson is promoted to Sales Manager. The position they are promoted to requires a different skill set that they may or may not have. This continues until a person is ultimately promoted to a role that is beyond their abilities. And they fail.
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It is easy to do, it is convenient when the truth fits one’s own thinking, it is quick as no time is needed to check, it is comfortable as all debate is avoided, and it often happens unconsciously. And it is a trap, one that we all fall into way too easily.
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Researchers have shown that we think more than 50,000 thoughts per day, of which more than half are negative and more than 90% are just repeats from the day before.
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How do you tell your R&D team that while you value their work, their innovation on Product Performance matters the least to customers? The executive I was with has had this very conversation and was able to demonstrate how, for his business, Customer Engagement was the most impactful type.
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