Sales is a serious and often quite stressful job, so my first tip for those of you who are in sales or are wanting to go into sales is to not take things too seriously. I’ve seen so many sales professionals ‘throw in the towel’ because they let the pressures of what a sales person’s responsibilities are get the better of them. If you’re a sales professional who operates in a market that is competitive, complex and continually changing (which is pretty much every market these days), then you have to be prepared to take some pretty hard knocks, dust yourself off and go at it again. I experienced a sales process that went on for 12 months, only to see it fall in a heap at the very last step. Yes, for a couple of weeks after I was wondering the streets aimlessly cursing how much effort was put in to it to and reenacting the moment when everything just disappeared in a puff of smoke, but there came a time when I had to accept what happened, what I had learnt and move on.
After all, it wasn’t as though I had lost the love of my life (pretty close though…)
Over the last couple of months I have been given the task of developing a team of high performing sales people in a market where the services we are selling is quite saturated, a lot of our target market has been burnt before by promising magic cowboys (they seem to just disappear after promising you the world) and having little to no brand/presence to rely on and yes I was aware of these factors before I took on the task. “What are you crazy?” I hear you saying. But this was an opportunity to really test my ability and put what I’ve learnt over the years around sales performance to the test and oh-boy has it been put to the test. I have learnt more in the last 3 months about sales performance/sales management then in the last 3 years! Let me tell you why. Read the rest of this entry
When you think of gentlemanly professions, I’m sure titles such as Doctor, Teacher & Philanthropist come to mind. But I’d bet my right arm that Salesman didn’t arise. Why? Well this post isn’t about the perception most people have of sales people (if you want to read more on that topic I recommend you read the “Why is SALES such a dirty word?” article). Today is all about what separates the Great Sales Professionals to ‘the rest’ and it’s probably not what you’d first think. Read the rest of this entry
So you’ve now got a decent list of desirable companies and contacts you want to do business with. Great! Let’s get our hands dirty and pick up the phone! Wait…. Just a couple more quick things we need to do before that happens.
Grab yourself a piece of paper and rule it into 3 horizontal sections. Read the rest of this entry
Ah the Cold Call. It certainly has had its fair share of critics and on the other side the believers. Some say it is dead, others still swear by it. At the end of the day it comes down to the question of are they a good way of generated greater business and a good use of time?
To this, I give a resounding answer of Read the rest of this entry