How many of us entered our sales careers with our eyes wide open? Fully aware of what it takes to be an effective sales person – ably resourced with the tools, processes, plans and support essential to our success. Knowing full well what you were getting yourself into.
For most, if not all of us, our initiation into sales was nothing like this, and was cushioned with little or none of these luxuries. Does the analogy “sink or swim” resonate with anyone?
All of this makes the story I am about to share quite unique and refreshing. Recently, some rather clever and farsighted managers gave some very fortunate young people the opportunity to get a large glimpse into the world of selling.
Here is their story: Two senior managers from one company, both whom I have known and worked with for many years, had the presence of mind and foresight to think ahead and tap into the desire of some of their younger staff to advance their careers.
Their business is in the industrial equipment market where they sell new equipment, spare parts, service and rentals. Recently, they advertised for a new service sales person and received, amongst others, applications from several of their internal service technicians.
The senior managers took these applications very seriously. However, they could not appoint any of their internal applicants because they had no experience and very little idea about what it takes to be an effective sales person. Thinking about the future of their business, staff retention and the desire of these young people to advance their careers, the senior managers took it upon themselves to give these driven and ambitious staff the opportunity to really understand what selling is all about – so that they could one day go in into a sales role with their eyes wide open.
This is where Barrett came in. In discussion with the managers, we developed a one day session where these young participants explored topics like:
- Why sales matters
- The changing face of customers and what they really want
- Ethics in selling
- Missed and lost opportunities
- Critical success factors, and key qualities of the 21st century sales performers
- Olympics Game – our sales fitness and simulation exercise which tests peoples’ natural sales capabilities and gives them real time feedback
- The sales essentials overview:
- 5 step sales planning process
- 4 step sales prospecting process
- 7 step sales communication process
- Skills you can apply NOW to build your steps to being a sales performer
As part of the session, we pointed out that even if they were not currently in a sales role, there were still numerous, valuable things they could take from the session and apply immediately in their current roles. Skills, knowledge and insight that would (and did) serve them, their customers and the company well right now, as well as lay the foundation for when the time comes for them to knowingly and willingly step into a sales role. Things like:
- Knowing, understanding, communicating and modeling the vision, key message and promise, values and customer service ethic of the business
- Knowing how to make effective phone calls to clients, etc. – being clear about the purpose of their calls and how to position themselves confidently (this relates to how to make prospecting phone calls)
- Recognising and understanding different communication styles and how not to confuse different with difficult
- Knowing how to ask good questions to clarify and verify their understanding.
What was most impressive was the prolific note taking, questioning and genuine interest in really getting a handle on what it takes to be a great sales person. For me it was one of the most enjoyable and inspiring days I have had in a long time. There is nothing like working with people who really want to be there and be their best.
All the people I have shared this story with in the last month have all expressed the same wish – that they had had the chance to experience such a session before they became a sales person.
All credit to Cameron and Mick for having the wisdom to provide this opportunity to their team. I am sure that the benefits will be varied, significant and long-lasting.
Remember everybody lives by selling something.
Author: Sue Barrett, www.barrett.com.au
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