It’s Not the Big Things That Make the Big Difference
In most sales organizations, the productive salespeople generally spend their time doing pretty much the same things on a daily basis. They prospect, make presentations, seek referrals, attend meetings, and… okay, they also spend time fixing the paperwork they screwed up on their last sale and calculating the commissions they’re about to make on the next— but that’s a subject to tackle on a different day. For the purpose of this article, we are going to focus on the more productive activities and refer to them as the big things.
Although primarily engaged in the same “big thing” sales activities each day, it is interesting to note that the results can vary greatly between two apparently equally capable, equally committed, and equally experienced salespeople. How can this be? Why is it that some sales professionals seem to consistently outperform others, given the same opportunity and similar levels of dedication?
The answer to this question is found in the details so to speak. It’s not the big things that they are doing that make the big difference— it’s the little things! More specifically, it probably boils down to five or six little things that the most successful salespeople in the organization are doing slightly better than anyone else that makes the biggest difference in their production results.
For example, there is a subtle, but very important “results distinction” between a really good presentation and an exceptional one. Although the “closing rate” difference may appear to be nearly insignificant in the short term, over time, the ever so slightly better presentation will ultimately generate more sales. Or, apply the “slightly better” concept to referral acquisition. Initially, gaining a few extra referrals each month may not seem like a big deal, but once again, when the sales results are tabulated over time, say the course of a year, some of those “no big deal” extra referral leads will have been undoubtedly converted into additional sales.
Okay, so here’s where it gets really interesting. A slight skill distinction between top sales professionals in just one or two key performance areas may best serve to determine the order in which they are called to the podium during the annual awards event. However, take that same small skill distinction multiplied by five or six key areas of performance and the exponential effect in sales production is not only impressive, but you’re also likely to be looking at the organization’s next sales director.
The principle of the six little things formula for sales success exemplifies the value of continuous improvement. If you are willing to set aside a few minutes every day and dedicate that time for your own professional development (i.e., polishing your presentation delivery, working on your referral acquisition techniques, etc.), in other words, striving to continuously improve your key performance skill set to ultimately do five or six little things better than anyone else— you will be well on your way to being one of the most highly compensated and promotable sales professionals in your organization!
Showing posts with label success. Show all posts
Showing posts with label success. Show all posts
Thursday, May 14, 2009
Friday, May 1, 2009
Selling Through Personal Integrity
The Highest Ethical Standards Approach for Success – Final Post
With consumer confidence hanging precariously in the balance these days, the slightest misstep by a salesperson can cause the “scales of trust” to tip away from making a sale— and rightfully so.
(Paragraph excerpted from Selling Through Personal Integrity, Frugal Speaker blog post, April 27, 2009, by Kenton W. Davis.)
Malcolm Gladwell, bestselling author of The Tipping Point, defines the title of this work as (the moment when) "the levels at which the momentum for change becomes unstoppable". And now for the billion dollar question: Have the ever-increasing levels of immoral business practices finally pushed today’s consumer past the trust tipping point?
In the event that you’re one of the salespeople out there still pondering the answer to this question— not yet quite convinced that your future selling success will require a more ethical and transparent approach— your time would probably be better spent polishing your resume or planning your retirement party rather than reading the rest of this post.
As for the true sales professionals following this blog, those whom understand the cynicism expressed by today’s consumer toward salespeople is completely justified, those willing to take the necessary steps to ensure that they build a strong foundation of trust with their customers, and those willing to develop the right philosophy, provide total disclosure, and be an expert— your continued success in the future is virtually guaranteed.
Finally, let’s remember this: When a customer decides to buy from you they are in fact saying “I trust you”, and their trust is not something that should be taken lightly. Although the public has been inundated daily with negative news of fraud, schemes, and scams, making it much more difficult to earn the trust of the consumer, in that moment of decision— when the scales must tip one way or another and a sale is made or lost— it is you that will make the difference.
We will not be able to legislate our way back into “good standing” with the consumer. There is only one way to get there from here. The answer to renewing confidence and rebuilding consumer trust is to be absolutely certain that we are selling through personal integrity and applying nothing short of the highest ethical standards approach for success in every interaction with our customers.
Do it because it is the right thing to do!
With consumer confidence hanging precariously in the balance these days, the slightest misstep by a salesperson can cause the “scales of trust” to tip away from making a sale— and rightfully so.
(Paragraph excerpted from Selling Through Personal Integrity, Frugal Speaker blog post, April 27, 2009, by Kenton W. Davis.)
Malcolm Gladwell, bestselling author of The Tipping Point, defines the title of this work as (the moment when) "the levels at which the momentum for change becomes unstoppable". And now for the billion dollar question: Have the ever-increasing levels of immoral business practices finally pushed today’s consumer past the trust tipping point?
In the event that you’re one of the salespeople out there still pondering the answer to this question— not yet quite convinced that your future selling success will require a more ethical and transparent approach— your time would probably be better spent polishing your resume or planning your retirement party rather than reading the rest of this post.
As for the true sales professionals following this blog, those whom understand the cynicism expressed by today’s consumer toward salespeople is completely justified, those willing to take the necessary steps to ensure that they build a strong foundation of trust with their customers, and those willing to develop the right philosophy, provide total disclosure, and be an expert— your continued success in the future is virtually guaranteed.
Finally, let’s remember this: When a customer decides to buy from you they are in fact saying “I trust you”, and their trust is not something that should be taken lightly. Although the public has been inundated daily with negative news of fraud, schemes, and scams, making it much more difficult to earn the trust of the consumer, in that moment of decision— when the scales must tip one way or another and a sale is made or lost— it is you that will make the difference.
We will not be able to legislate our way back into “good standing” with the consumer. There is only one way to get there from here. The answer to renewing confidence and rebuilding consumer trust is to be absolutely certain that we are selling through personal integrity and applying nothing short of the highest ethical standards approach for success in every interaction with our customers.
Do it because it is the right thing to do!
Wednesday, April 8, 2009
Desire and Drive
The Essential Components of Success
Throughout much of my career, I have been directly responsible for the initial recruitment, selection, training, and career development of many successful sales professionals. From entry level positions, through the strategic leadership level, I have learned that the greatest predictor of long-term success has little to do with how “experienced or talented” one is when first venturing into a new opportunity. Instead, I have discovered that the essential components for long-term success simply boil down to one’s level of desire and drive! When people possess a true desire to help others, along with the drive to do whatever it takes to reach their objectives, any potential experience or talent deficiencies are quickly overcome.
At the most fundamental level, experience can be defined as: the total accumulation of lessons learned. It represents nothing more than the depth of someone’s accessible potential in any given moment, with the operative word being potential. Without the desire and drive necessary to do something meaningful with their potential, the level of one’s “experience” is rendered quite worthless.
There is a popular maxim telling us that “knowledge is power”. I have a slightly different opinion. Yes, knowledge is important, but not necessarily powerful. In its purest form, knowledge represents little more than the ongoing collection of interesting information. Rather, it is the application of knowledge that becomes powerful. This is exactly where desire and drive step in. One must have the necessary desire and drive to continually apply their knowledge before it becomes powerful!
Take a look around you. All of us know someone who fits the profile of the classic underachiever. Although they may possess all the knowledge they need to achieve greatness, they default to the comfort of complacency in exchange for average performance and results. What’s missing? Desire and drive!
My recruiting and development philosophy is simple. If you possess enough desire and drive, it will take you anywhere you want to go. Experience and talent will ultimately follow.
Throughout much of my career, I have been directly responsible for the initial recruitment, selection, training, and career development of many successful sales professionals. From entry level positions, through the strategic leadership level, I have learned that the greatest predictor of long-term success has little to do with how “experienced or talented” one is when first venturing into a new opportunity. Instead, I have discovered that the essential components for long-term success simply boil down to one’s level of desire and drive! When people possess a true desire to help others, along with the drive to do whatever it takes to reach their objectives, any potential experience or talent deficiencies are quickly overcome.
At the most fundamental level, experience can be defined as: the total accumulation of lessons learned. It represents nothing more than the depth of someone’s accessible potential in any given moment, with the operative word being potential. Without the desire and drive necessary to do something meaningful with their potential, the level of one’s “experience” is rendered quite worthless.
There is a popular maxim telling us that “knowledge is power”. I have a slightly different opinion. Yes, knowledge is important, but not necessarily powerful. In its purest form, knowledge represents little more than the ongoing collection of interesting information. Rather, it is the application of knowledge that becomes powerful. This is exactly where desire and drive step in. One must have the necessary desire and drive to continually apply their knowledge before it becomes powerful!
Take a look around you. All of us know someone who fits the profile of the classic underachiever. Although they may possess all the knowledge they need to achieve greatness, they default to the comfort of complacency in exchange for average performance and results. What’s missing? Desire and drive!
My recruiting and development philosophy is simple. If you possess enough desire and drive, it will take you anywhere you want to go. Experience and talent will ultimately follow.
Friday, April 3, 2009
Extrovert vs. Introvert
Which is Better Suited for Sales Success?
Interestingly enough, when the question is asked, “Who do you think makes the best salesperson, the introvert or the extrovert?” most often the response is, “Why of course, the extrovert.” However, this age old belief may not necessarily be true.
The extrovert has long been typically viewed as the personality type best suited for sales. They are often described as “the life of the party”, the one most likely to strike up a conversation. On the other hand, the introvert is most often seen as the “quiet, more contemplative” one.
Throughout my career, I have seen both of these personality types successfully develop into outstanding sales professionals. So, which personality type is actually better suited for sales success? The answer is neither.
The stereotypical strength of the extrovert, the ability to strike up a conversation with just about anybody, about anything, can easily work against them when it is time for the customer to make an important decision. They will likely have a fairly easy time “networking” potential customers, but they may have a more difficult time “closing” them. They may have to work harder to present themselves as a knowledgeable expert and slow down a little bit to compensate for the widely unfair “fast-talking salesperson image” that they are often tagged with.
The stereotypical strength of the introvert, their perceived intelligence and credibility, certainly works in their favor when presenting the facts and figures, but can cause challenges in other areas. They may appear too quiet or come across as “aloof” in their interactions, which may make “relationship building” with the customer more difficult and compromise sales in that respect. Remember, people buy from people they like. The introvert may need to work on their “likeability factor” in order to be most effective.
Whether you consider yourself an extrovert or an introvert, it will have little affect on your probability of success as a sales professional, as long as you realize that your greatest strength may also be your greatest weakness. If you are conscious of “who you are”, then you can work on developing some of the traits of your counterpart personality type to achieve balance and maximize your success potential.
Interestingly enough, when the question is asked, “Who do you think makes the best salesperson, the introvert or the extrovert?” most often the response is, “Why of course, the extrovert.” However, this age old belief may not necessarily be true.
The extrovert has long been typically viewed as the personality type best suited for sales. They are often described as “the life of the party”, the one most likely to strike up a conversation. On the other hand, the introvert is most often seen as the “quiet, more contemplative” one.
Throughout my career, I have seen both of these personality types successfully develop into outstanding sales professionals. So, which personality type is actually better suited for sales success? The answer is neither.
The stereotypical strength of the extrovert, the ability to strike up a conversation with just about anybody, about anything, can easily work against them when it is time for the customer to make an important decision. They will likely have a fairly easy time “networking” potential customers, but they may have a more difficult time “closing” them. They may have to work harder to present themselves as a knowledgeable expert and slow down a little bit to compensate for the widely unfair “fast-talking salesperson image” that they are often tagged with.
The stereotypical strength of the introvert, their perceived intelligence and credibility, certainly works in their favor when presenting the facts and figures, but can cause challenges in other areas. They may appear too quiet or come across as “aloof” in their interactions, which may make “relationship building” with the customer more difficult and compromise sales in that respect. Remember, people buy from people they like. The introvert may need to work on their “likeability factor” in order to be most effective.
Whether you consider yourself an extrovert or an introvert, it will have little affect on your probability of success as a sales professional, as long as you realize that your greatest strength may also be your greatest weakness. If you are conscious of “who you are”, then you can work on developing some of the traits of your counterpart personality type to achieve balance and maximize your success potential.
Subscribe to:
Posts (Atom)
