"SHOW ME THE MONEY"- Jerry McGuire
This is probably the reason you are in sales in the first place. It may also be the reason you are not successful enough in sales.
First of all, remember that sales is a career, not just a job. If you don't like to sell, you shouldn't be in the business. I am a firm believer there is no middle-ground with sales; if you plan on being successful, you gotta love it, or GET OUT and do what you really love!
In this sales class article we will point out some of the characteristics that tell you what kind of sales you probable should be in. This sales class article will point out several attributes that separate the very best 10% of sales people in any company or industry, from the other 90% that just can't seem to hit that top level.
Sales Class Issue #1: Attitude - Let's look at two sales people, Jane and Jake. It's 5:10 on a Friday. The sun is out and your friends are headed to the beach. You know you have about 5 more calls to make for the daily quota and you haven't reached enough people yet. Do you leave and call it quits for the day or do you make the 5 extra calls and leave at 6pm? Attitude is doing what the other around you won't do. It's doing the uncomfortable to get ahead - that extra 1%. The Winners all have a positive, can-do attitude.
Sales Class Issue #2: Being in the wrong type of sales - There are people that love the hunt and making the deal happen. There are others who love the relationship side and the ongoing relationships others who don't. Some will go out and get the sale while others are better when the sales comes to them. Some people are consultative, others can't put two sentences together. Are you selling the right product?
Sales Class Issue #3: No real sales process in place. Just 'going out and selling' - If you don't have a consistent methodology, every day can be something different leading to inconsistent results. There are many sales processes out there which we will discuss. P.S. - I don't mean tricks, forms or closing tactics, I mean process.
Sales Class Issue #4: No goals or direction where it all leads to. Making 'lots of money' isn't a goal, it's a wish. - It's all about the numbers. Sales is the easiest business to measure your success or lack of it. You have to know your numbers or you will not gain the consistency to be great.
Sales Class Issue #5: Having real passion for the product - Sales requires a lot of rejection. If you aren't passionate and truly believe in your company, product, service, etc.. you will burn out and start looking.
Sales Class Issue #6: Trying to sell a product/service and not solving problems first - A sales does not happen until someone believes you are there for them and fixing their problem. Know the person's pain and if you can solve it, you will make a sale now or later.
Sales Class Issue #7: Lack of time management and preparation on a daily basis - From managing many sales people, I see that the majority of sales people do not know how to plan their day or week. We tend to 'react' versus 'plan' and when a sales comes in everything stops. This leads to the ups and downs versus consistent sales.
Sales Class Issue #8: Talking more than you are listening -- You have 2 ears and 1 mouth. What does this mean? It drives me crazy when someone talks a lot and people say he/she should be in sales. NOT! Put your company brochure away and ask questions then listen.
Sales Class Issue #9: Poor training - This is pretty broad, but most companies follow the 3 step sales training process: a)here's the desk, b) here's the phone, c) good luck. There is strategic/process sales training and there is tactical/skills sales training. It takes time, money, and investment on the part of the company, and a desire to learn on the part of the salesperson.
Sales Class Issue #10: Wrong Culture/Management Style - Part of this is on you, the candidate/employee, to determine if all the above exists then understanding if the culture and people match your criteria to be successful
Sales Class Issue #11: Product Differentiation - In a crowded arena, how is your voice being heard above all others? Here we will deal with the brand that might be you.
If you want to be successful and if you believe sales is your chosen path then let's make sure you are in the right type of sales, the right company, the right industry, the right product and you have the skills to succeed.
Life is a journey, not a blitz. So is your sales career. Continue to learn and separate yourself on a daily basis and you will not only make a lot of money but you will be happy and be richer in many ways.
Now get out there and sell something!
