We all know the many characteristics that make a good sales person. You don't have to be a natural in all of these characteristics to be successful. You can learn and improve on some weaknesses, and hide other weaknesses by overcoming with your strengths. The key is desire. Without desire, your natural abilities don't matter.............and I would also say that with desire, your natural weaknesses don't matter.
Obviously sales people with more natural ability and desire have a shorter path to success than the rest. You know these people when you come across them, and I love to observe them as often as I can. These people don't have a choice of profession, they will always be in sales because that's what they're drawn to. People love to buy from them, and they are always selling whether they know it or not. They don't have to sell to make a living, they sell because they enjoy it and it comes very easy.
I'm always looking at salesmanship. What do they do that I can learn from? What can they change that would help them significantly? How is the client responding? How would I be responding if I were the client? It's fun to watch.
** I was running through a grocery store in Council Bluffs, IA yesterday when an elderly man waved me down to ask how to use the item in his hand............an onion cooker. What the? I have no idea, but tried to figure it out for him . I was laughing because out of all the people in the store to ask, he chose the guy sprinting with a laptop in his hands running late (long story, but I needed wifi).
Saturday, June 11, 2011
Wednesday, June 8, 2011
No Love Lost
Every now and then, it's brought to my attention that an account (buyer, dealer, distributor, whatever) simply doesn't like a sales rep. I don't mean doesn't like them like they wouldn't choose to hang out with them on the weekends. I mean doesn't like them as in would prefer to never have contact with them again. This type of dislike is not brought to my attention very often, but it is every now and then. Luckily it's most often brought to my attention as a rep from a different company, but I can't say that I'm completely immune to being in the middle of it.
When it does come up, it always crosses my mind that there are two sides to every story. What is the reps defense, and was there a misunderstanding along the way? But, in the end, it doesn't matter. It is a sales reps job to build enough trust and repor with clients that they will want to buy from them. The sales rep should adjust to the client, not visa versa. If they make a mistake, mending the broken trust should become Mission #1 in life. Mistakes, mis-judgements, bad decisions, misunderstandings.............they all happen. But with the right approach and care, nothing is irrepairable.
If it's a personality clash, well that's where I come in. The initiative of this post is totally unrelated to the initiative of yesterdays post "The Square Peg"...........but the correlation is there. If it's a personality clash that can't be overcome, then the team member is in the wrong role.
** I think I was meant to live on California time. Phone starts ringing at 4:30am, slows down by 3:30pm, all televised sporting events are complete by 9pm. Perfect.
When it does come up, it always crosses my mind that there are two sides to every story. What is the reps defense, and was there a misunderstanding along the way? But, in the end, it doesn't matter. It is a sales reps job to build enough trust and repor with clients that they will want to buy from them. The sales rep should adjust to the client, not visa versa. If they make a mistake, mending the broken trust should become Mission #1 in life. Mistakes, mis-judgements, bad decisions, misunderstandings.............they all happen. But with the right approach and care, nothing is irrepairable.
If it's a personality clash, well that's where I come in. The initiative of this post is totally unrelated to the initiative of yesterdays post "The Square Peg"...........but the correlation is there. If it's a personality clash that can't be overcome, then the team member is in the wrong role.
** I think I was meant to live on California time. Phone starts ringing at 4:30am, slows down by 3:30pm, all televised sporting events are complete by 9pm. Perfect.
Tuesday, June 7, 2011
The Square Peg
When a sales team is formed, each person is tasked with a specific role. Often times, you have a need, and you find the best person available to add to your team. But too often, we place that person in the role in which we have a need, rather than in a role in which their person is best suited. It's similar to the common dilemna that takes place for NFL owners on draft day. Do you draft for position needs, or do you draft the best available. I'm a fan of drafting the best available with the hopes of obtaining a superstar.........and often times that's the direction NFL owners go. But, if the team needs a quarterback, and the best available is a running back...........you don't then try to fit the running back into the quarterback position. Why do we think we can do that in sales?
If you hire the best available, and they don't fit the mold of the exact need you have, you're the one that needs to adjust..........not them. If you try to fit the so called square peg into a round hole, you only set them up for failure.........yet you're the one that failed, not them. I'm guilty of this, of course like anyone I don't recognize my own short-comings as quickly as I recognize it from others. I still believe in hiring the best available, as a superstar is a superstar, and I'd rather them be a superstar on my team. If you can't adjust the team accordingly, then you should pass on the superstar and recruit based on your needs. Find a role player that can fit the role you're looking for, and you will put your team in a better position for success. Easier said than done, I know.
** For all you mavs fans - TAKE DAT WIT CHEWWWW......................
If you hire the best available, and they don't fit the mold of the exact need you have, you're the one that needs to adjust..........not them. If you try to fit the so called square peg into a round hole, you only set them up for failure.........yet you're the one that failed, not them. I'm guilty of this, of course like anyone I don't recognize my own short-comings as quickly as I recognize it from others. I still believe in hiring the best available, as a superstar is a superstar, and I'd rather them be a superstar on my team. If you can't adjust the team accordingly, then you should pass on the superstar and recruit based on your needs. Find a role player that can fit the role you're looking for, and you will put your team in a better position for success. Easier said than done, I know.
** For all you mavs fans - TAKE DAT WIT CHEWWWW......................
Monday, June 6, 2011
Quick Turnaround
There are many opportunities in sales to keep momentum moving in your favor. Many ways to increase your chances of getting the business. Obvious ways such as best product, best price, best relationship. Controllable factors such as presentation, appearance, and follow-up. Luck such as good timing.
In many cases the best way to keep the momentum is quick turnaround. This is an extension of follow-up, but contains substance that can close the business or move it on to the next step. At the conclusion of any successful meeting, there will always be something that you owe the client to move forward. Hopefully, it's a contract proposal. The quicker you get this in the hands of the client, the better your chances are of moving into the drivers seat for the business.
Today I met with a client around lunch time. He's very urgent to get moving, and asked when we could get a proposal to him. I answered "by lunch time tomorrow" and he was surprised and excited about my eagerness to help keep his project moving. The stars and moons aligned, and we were able to get a proposal in his hands before the end of business today. It's too soon to know if we're going to get the business or not, but based on our response I've got to believe that we're in a good position.
We spend our time analyzing the controllable factors in sales, we strictly evaluate the intagible traits of our sales force, and we game plan for new markets in which we can develop. But we often forget the low hanging fruit of increasing sales..............do a better job with the opportunities which lie in front of us. We take short cuts and rush through the deliverable busy work. I know that if we all just execute more efficiently, and a produce with higher quality...........success will follow.
** cheap italian food + cheap glass of wine = idontfeelsogood
In many cases the best way to keep the momentum is quick turnaround. This is an extension of follow-up, but contains substance that can close the business or move it on to the next step. At the conclusion of any successful meeting, there will always be something that you owe the client to move forward. Hopefully, it's a contract proposal. The quicker you get this in the hands of the client, the better your chances are of moving into the drivers seat for the business.
Today I met with a client around lunch time. He's very urgent to get moving, and asked when we could get a proposal to him. I answered "by lunch time tomorrow" and he was surprised and excited about my eagerness to help keep his project moving. The stars and moons aligned, and we were able to get a proposal in his hands before the end of business today. It's too soon to know if we're going to get the business or not, but based on our response I've got to believe that we're in a good position.
We spend our time analyzing the controllable factors in sales, we strictly evaluate the intagible traits of our sales force, and we game plan for new markets in which we can develop. But we often forget the low hanging fruit of increasing sales..............do a better job with the opportunities which lie in front of us. We take short cuts and rush through the deliverable busy work. I know that if we all just execute more efficiently, and a produce with higher quality...........success will follow.
** cheap italian food + cheap glass of wine = idontfeelsogood
Tuesday, May 31, 2011
Live in the Now
Sales is about now, recently, lately, today. There is no way to sugar coat this, but the sales world lives by "what have you done for me lately?". This may not be fair, or right, but it's the truth. I have always sold and managed according to this. I know that it doesn't matter what I did 5 years ago, or even last month. In a just world, sales reps get the credit, commission, and accolades accordingly.......and then everyone moves on. EVERYONE forgets, and is only focused on what is next.
As a sales rep , it will work in your favor to initiate the next step, the vision, the goals, the acknowledgement that the past is past. Nobody wants to hear about what you have done, only what you are doing. Generally, when you hear repetitive comments about the past, it's because the present looks vulnerable.
So, as cold-blooded as it may sound, to succeed in sales, you must embrace the "what have you done for me lately" way of life. If you're as good as you think you are, then you should be able to answer that question with pride and confidence. Don't grow complacent. When you land a big deal, congratulate your team, pat yourself on the back, and then start preparing for your next opportunity. Complacency will set you up for defeat.
**. The Texas heat has arrived. The season has begun where a Texas salesperson must take multiple shirts to make it through a day of presentations.
As a sales rep , it will work in your favor to initiate the next step, the vision, the goals, the acknowledgement that the past is past. Nobody wants to hear about what you have done, only what you are doing. Generally, when you hear repetitive comments about the past, it's because the present looks vulnerable.
So, as cold-blooded as it may sound, to succeed in sales, you must embrace the "what have you done for me lately" way of life. If you're as good as you think you are, then you should be able to answer that question with pride and confidence. Don't grow complacent. When you land a big deal, congratulate your team, pat yourself on the back, and then start preparing for your next opportunity. Complacency will set you up for defeat.
**. The Texas heat has arrived. The season has begun where a Texas salesperson must take multiple shirts to make it through a day of presentations.
Wednesday, May 25, 2011
Potential
I think we've been trained to hear "potential" as a compliment, or a positive trait....... I don't believe this should always be the case. Potential must be taken in context. "This new movie has the potential to win an Academy Award"........is a compliment. To be proclaimed as the "potential next CEO of a company" is a positive. And, there are a million other cases in which potential should be used as a positive.
But, to be described as simply "having potential" can be viewed as a negative, or an insult. Pertaining to sales reps and employees, when I ask for feedback from a trusted source regarding a person........if they respond "he has potential" I'm ready to move on and hear about the next person. In this context, potential means he's not quite there. Maybe one day he'll be there, but it's not right now, and we don't know when it might be. Every organization has needs for teammates with potential. These positions are usually entry level or support roles, which will give ample opportunity to grow into their potential.
Don't ever be satisfied when somebody says you have potential. Everybody has potential to do something great. Great people are the one's that exhausted every resource to reach that potential. Potential is a reality check. Potential can be a slap in the face or a warning shot that says "you know what, you could be, you're not yet, but you're not far from it, maybe one day, just maybe.". Having potential should be all the motivation you need to find areas of improvement. Be great, not potentially great.
**. I've missed a week of blogging, and I've truly missed it. My mind has not been as flexible, sharp, and open. I need this brain exercise as often as I can get it.
But, to be described as simply "having potential" can be viewed as a negative, or an insult. Pertaining to sales reps and employees, when I ask for feedback from a trusted source regarding a person........if they respond "he has potential" I'm ready to move on and hear about the next person. In this context, potential means he's not quite there. Maybe one day he'll be there, but it's not right now, and we don't know when it might be. Every organization has needs for teammates with potential. These positions are usually entry level or support roles, which will give ample opportunity to grow into their potential.
Don't ever be satisfied when somebody says you have potential. Everybody has potential to do something great. Great people are the one's that exhausted every resource to reach that potential. Potential is a reality check. Potential can be a slap in the face or a warning shot that says "you know what, you could be, you're not yet, but you're not far from it, maybe one day, just maybe.". Having potential should be all the motivation you need to find areas of improvement. Be great, not potentially great.
**. I've missed a week of blogging, and I've truly missed it. My mind has not been as flexible, sharp, and open. I need this brain exercise as often as I can get it.
Tuesday, May 17, 2011
Recognize Timing
When we're in front of a potential client, there is a point when we reach a determination of whether or not the client is truly a potential buyer at the present moment. In many cases, a potential client will always be a potential client. But as is the case with most things in life, timing is everything. Once you reach a determination that the timing is not right, and the client is not in a postition of interest at that time............it is in everyone's best interest that you conserve time and move on.
The only thing worse than spending time in a situation that will not produce business, is spending additional time scratching and clawing to make something out of nothing. Everyone's time is extremely valuable. There is no sense in wasting your time, or the clients time, in a situation where progress cannot be made by either of you.
Suspending your efforts in a polite way out of respect of time is something that will always be appreciated by your clients. Sensitivity to time and the situation at hand is generally noticed and remembered, and will allow you future opportunities with these clients as opportunities arise. There is absolutely nothing wrong with pointing out that this is not time well spent by either party, and identifying that you wish to stay in touch and continue these conversations when the timing is more appropriate down the road.
This falls into the category of "it's not all about you." As salespeople, we all have an agenda that we would like to achieve. We get lost in trying to accomplish our agenda, and too often forget that it is our job to help the clients achieve their agenda..........not ours. It's evident when we dig too deep to sway the situation back into our favor, and it rarely works to our favor.
Recognize when the timing is not right, identify that you wish to stay in touch, and move on. Your clients have more important things to get to, and you have new opportunities to pursue. Your opportunity to present real value will come. Stick with it.
** Today I gave a presentation in a conference room with floor to ceiling windows overlooking an unbelievable view with the backdrop being the "HOLLYWOOD" sign. This is familiar picture to me, but always from TV and pictures, but so familiar that I felt like I've been there before. Yet it's always been set apart in my mind as a paradise or a fantasy land. It raised this question to me: "for the people that sit here everyday and see this view as normal life, what is their fantasy land?" It's likely not my hometown.
The only thing worse than spending time in a situation that will not produce business, is spending additional time scratching and clawing to make something out of nothing. Everyone's time is extremely valuable. There is no sense in wasting your time, or the clients time, in a situation where progress cannot be made by either of you.
Suspending your efforts in a polite way out of respect of time is something that will always be appreciated by your clients. Sensitivity to time and the situation at hand is generally noticed and remembered, and will allow you future opportunities with these clients as opportunities arise. There is absolutely nothing wrong with pointing out that this is not time well spent by either party, and identifying that you wish to stay in touch and continue these conversations when the timing is more appropriate down the road.
This falls into the category of "it's not all about you." As salespeople, we all have an agenda that we would like to achieve. We get lost in trying to accomplish our agenda, and too often forget that it is our job to help the clients achieve their agenda..........not ours. It's evident when we dig too deep to sway the situation back into our favor, and it rarely works to our favor.
Recognize when the timing is not right, identify that you wish to stay in touch, and move on. Your clients have more important things to get to, and you have new opportunities to pursue. Your opportunity to present real value will come. Stick with it.
** Today I gave a presentation in a conference room with floor to ceiling windows overlooking an unbelievable view with the backdrop being the "HOLLYWOOD" sign. This is familiar picture to me, but always from TV and pictures, but so familiar that I felt like I've been there before. Yet it's always been set apart in my mind as a paradise or a fantasy land. It raised this question to me: "for the people that sit here everyday and see this view as normal life, what is their fantasy land?" It's likely not my hometown.
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