Sales is one of the few careers where there is a fairly direct relationship between correctly applied effort and results.
If you’re not earning what you are worth, then it’s fair to say you are not bringing value to your clients or the company. This is a sad state of affairs for lots of reasons, but primarily because:
- You have the same time in a day as everyone else, yet you’re not creating results and value worth paying for
- You probably feel that this is not your fault
If you want to stay in sales and command the salary you want – wise up.
- Invest in yourself
- Make a promise to yourself about what you are prepared to do to become successful
- Get on with it
It’s relatively easy to turn a mediocre sales career into a stellar sales career – if you want it enough. Do you?
If so, read on. 4 quick pointers
- Get learning – most sales people are in sales by default. Become a professional sales person, study your trade. Get some books, articles Youtube broadcasts from people who can sell – Zig Ziglar, Brian Tracy, Anthony Robbins – yes, these guys have been around for years. I still love how they sell, professionally, with grace and good humour and with great intelligence while they put the prospect at the centre of the process and work around him/her. Get these guys work on mp3 or audio cd, play it in the gym, the car, before a meeting, before sleep, while you shower – listen and then listen again, then apply it to your sales process.
- Get a mentor or build a relationship with a great sales person you know – preferably in your organisation, do what they do, do everything that they do. Do it so much better than they do it. Every single day, work harder than they do. Get feedback and then work harder still. Easy, short cuts rarely work in sales, and if they do, then they just don’t last very long. Carve your own skill set and successful ways or working – they can never be stolen from you and you know you can have confidence in your own sales skills.
- Put in the hours – build extra time into your day to generate a pot of leads to contact the next day, be very selective about the types of clients you approach, Make sure you are not just ‘doing the numbers’ instead identify high quality and realistic prospects that would change your sales career if you converted them. Don’t waste a minute – if what you are doing isn’t taking you closer to where you need to be – bin it. Guess what – wasting time is harming no-one – just you! Creating time is easy – get to the office 30 mins early, leave 30 mins later – saves sitting in traffic doesn’t it? Take 30 mins for lunch instead of an hr. That’s an extra 90 mins per day easily sorted. And if all else fails, you could turn the TV off?
- Once your own learning and mentoring as got you as far as you think you can go with it, then start attending some good quality training courses. A training program, however good, will not give you half as many answer as you want, the real value is when you attend the training with a curious and committed mind. Then it’s worth taking a good quality sales training course – ideally one where you mix with sales people from other industries and you can see how other companies, sectors, people sell. Just remember, attending the sales training course is the easy bit. You have to do something with your new-found knowledge. Go out there and make this new information and these new skills work for you.
Here’s the challenge – do this for 3 months. 3 solid months – commit to being the best sales person you can be, working as hard as you can, building the best sales forecast you can, delivering the best sales margin you can. That way at the end of three months you will be flying so high you will have totally forgotten about this blog, or you will have realised you’re not strong enough for a career in sales, you can get another job and stop thinking you’re something you’re not.
Carol Griffiths – 0779 002 1885 firstname.lastname@example.org