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Top sales performers understand effective selling because they are in their own right demonstrating ethical leadership. Forgetting the whole gender issue (salesman versus saleswoman equals salesperson); there has not been a word to adequately describe this combination of effective selling and ethical leadership from my research in the marketing and selling worlds.
So today I have coined the phrase "Sales E2.0." The E2.0 stand for the two "Es" of effective and ethical and recognizes the importance of these two words within the world of social media - 2.0.
Having clearly articulated positive core values and demonstrating behaviors that reflect those "rules of engagement" is essential in today's highly competitive global market place. We all know of sales people who are less than forthright and ethical. For many just mention the word salesperson and the negative response is quite obvious probably due to images of the man selling used cars. This negative image is probably a holdover from those less than honest horse traders of years gone by. Sales Training Coaching Tip: Run do not walk to create a positive core values statement if you do not have one. If you do, reread it each and every day.
One of my favorite authors, John Maxwell, writes quite a bit about business ethics and leadership. Other noted gurus such as Jeff Gitomer who also devotes time to this subject of business ethics and leadership respective to sales and selling.
So this begs the question what separates a truly "Sales E2.0" individual from the rest of the gray suits at the street corner? Quick answer, his or her behavior is based upon immediate observation if possible. Otherwise, listening to others within the community as well as your own intuition helps with this identification process. Of course having personal interaction by engaging this person through the purchase of his or her products is another option. However, what I have found is the following with many I have engaged in my own outsourcing activities:
First purchase handled with 150% attention
Second purchase handled with 75% attention
Third purchase stop bothering me, you get it when you get it
My sense is customer loyalty has far more to do with "Sales E2.0" than many other factors including the senses of sight, sound, smell, taste and feel. If you truly want to be a top sales performer or what I call be the Red jacket, then invest some time to identify your positive core values, write a values statement and then do those necessary self checks to make sure are as they say "walking your talk."
