Being a sales person is not always an easy thing, it is often assumed that we know how to do our jobs and that this is something that just comes naturally, to small minority of people this is a true statement (in the industry we call them eagles). If a business encounters an eagle once in its lifetime they are fortunate. The rest of us were either lucky enough to have a great boss that was trained well enough to train us, and wasn’t overloaded so much that he had the time to train us, or, the company saw that we were worth the investment and sent us on a training course.
I can remember the 2 bosses that, when I look back at my career, were probably the some of the fundamental reasons I became the person I am today. They changed my work ethic and really had a hand in the making of me. My careers with them weren’t long, and in all honesty, I challenged them and their processes constantly, but their ability to continuously go back and show me the same process over and over again, made me accountable for my actions or, in sales, “inactions”, and that in order to get results I needed a clearly defined process, goals, and drive to play the numbers game. They hauled me over the coals when I failed and made sure I never wanted to have “that talk” again, and they took me out to celebrate like I was a Super Star when I won. They drew the line for me between success and failure. They showed me that with discipline, persistence, and respect for sales, I could do a job that was not for the faint hearted.
If you have been told no 100 times a day but still made the next call to see if that one was a yes, if you have not lost a deal that you have spent a year working on and gone into the bathroom and cried like a baby, if you have not gone and bought something outrageous with a pay check that was so sick you never thought it was possible, you do not know what it is like to be a sales person. You do not know the roller coaster ride between winning and losing.
True sales people eat rejection for breakfast, they are tough because of this, they are strong willed because they have to be, and they are often difficult to deal with because they are better negotiators than their peers. In order to help your sales teams win here are some guidelines:
- Don’t make your eagles your managers, they don’t know why they are good at what they do and no one can teach anyone anything if they don’t know WHY.
- Your team needs a clearly defined sales process, a road map, the tools to go and sell, and they need to know what success and failure look like.
- They need to be trained, this is training is in both sales and your products and services, they need to know the HOW
If you need training and your managers don’t have the skill set or the time, invest in your people. Focus on developing excellence within your business development teams, GGR’s foundational sales workshop is designed to drive sales performance and enhance the interactions between your business development teams and your clients and prospects. This workshop takes participants through the sales process to understand the value and importance of every stage in the sales cycle, and provides the team with a uniform and structured approach to sales that is proven to work and increase closing ratios.
Value your people, invest in their future. Call us today to schedule your team for the sales workshop that will set them up for success, anywhere in the world. Tel: 832 403 3339