I was looking for some funny sales cartoons last week and during my 'research' I was struck by a common theme – a negative perception of the profession of sales. Unfortunately, I get it and it’s our own fault.
Think about the old school way sales was taught (or not taught at all). Sure organizations often provide technical or product training, but what about actual sales skills? There was (is?) the common scenario of ever-increasing targets and misguided compensation plans that reward the wrong behavior. Given the lack of training and poor comp plans, is there any wonder why sales has a bad reputation? We were literally creating an environment where a collection of under skilled, unprepared sales people with intense pressure to ‘close’ were interacting YOUR clients. As a result, it’s not a surprise that we often see desperate or unethical behavior from sales people.
The often poor reputation of the role of sales, people in sales and the sales profession doesn’t sit well with me. Let’s change that.
Don’t believe me or think I may be exaggerating? Well, I will politely say you are wrong. As noted in my recent LinkedIn post, In his book "To sell is Human", Daniel Pink did a survey on the perception of sales people and 80% of the responses were NEGATIVE.
Based on my ‘research’, I see many top sales writers and influencers speaking about the evolution of sales, especially with the recent pandemic causing even more need to adapt.
The Modern Definition of Sales-Generally speaking, sales is a process of creating value and helping prospective customers fix their problems. Sales is all about ABH or Always Be Helping rather than an old school ABC which was all about Always Be Closing
I like that. I also saw this comment that resonated with me:
“What makes someone effective at sales? A genuine desire to help others solve problems”
Lisa Earle McLoed describes a concept of Noble Purpose. Her research has revealed that salespeople who's focus or purpose is to improve their customers' lives—rather than a metric assigned to them (quotas), actually sell more and are happier in their roles.
So then how do we help sales people evolve into sales professionals and shift the perception of sales?
Well, what elite athletes have in common is an intentional plan and time commitment to work on specific skills. Why don’t we do the same with Leadership and Sales skills? (I don’t know either- that’s why I am asking you!).
Organizations rely on sales to grow revenue. Always have. As we recover from the pandemic, we need effective, motivated and well-trained sales professionals to grow our organizations and our economies. This underlines how important it is to focus the appropriate investment, time and attention on our sales processes and our sales teams skills to increase the opportunity for success.
Proper training and coaching is more important than ever to help sales reps evolve into effective and fulfilled sales professionals. All of us can benefit from enhancing and updating our skills.
I am fortunate to be a Senior Partner with the Envision Group and work with many exceptionally talented people across North America. I am also fortunate to be collaborating with several other seasoned professionals closer to home. This diverse teams of business all-stars have helped me create a number of sales programs designed to help salespeople grow closer to their potential. The focus is very much on ‘new school’ skills we all need to learn, practice and incrementally improve on over time. Topics include skills such as:
These programs are available virtually and when appropriate, in-person.
Let's work together to professionalize sales by providing better training and coaching support for the people who chose to work in this incredibly important area of our organizations.
If you’re ready to grow your organization, or grow as a sales professional, let’s talk.
Think about the last time you were in a work situation where you were handed a new assignment or were given a promotion. Did you think to yourself ‘oh boy, I am in over my head on this one’. Or maybe ‘This is it – I can’t do this and now everyone’s going to know I’m a failure’.
And what happened?
My guess is, with some hard work, persistence, support etc., you did it. Right?
Why am I writing about this now? I have sense that if you’re reading this, we have had similar experiences and doubts in ourselves.
Imposter syndrome: The persistent inability to believe that one's success is deserved or has been legitimately achieved as a result of one's own efforts or skills.
In her article Overcoming Imposter Syndrome, author Gill Corkindale states that Imposter syndrome can be defined as a collection of feelings of inadequacy that persist despite evident success. ‘Imposters’ suffer from chronic self-doubt and a sense of intellectual fraudulence that override any feelings of success or external proof of their competence
I have known for a long time that fear of failure is a HUGE motivator for me. I think it always has been. For example:
University – I wasn’t a great student. But in university I knew I couldn’t goof around anymore. Especially as my parents were paying for me. To make it even harder on myself, I took a Business minor. To avoid failure, I worked my butt off and studied all the time. I graduated with high marks and had way better marks than High School.
Sprint Canada – Everyone seemed smarter, more talented and better looking than me. Crap, I should have stayed where I was. Fast forward 15 years and I can look back on an extremely successful career and made many great friends along the way
KPMG – What am I doing?!?! These people are smart and established professionals. Those 3 years turned out to be extremely rewarding and I Iearned a lot about business and professional services. Most importantly, I started to get a sense that I was more capable, adaptable and resourceful than I gave myself credit.
Envision Group & SBD Growth Strategies – What do I have to offer that could help others? What credibility do I have? This ‘experiment’ isn’t going to work and I will have to swallow my pride and get a real job again. I am not an expert….am I?
While I have been on my own for 5 years, just over 3 years ago Pat Lipovski, Founder & CEO of the Envision Group, invited me to come to Houston to help with leadership training for an oil and gas client. I am 51 years old and I am now having ‘holy shit’ moments constantly.
Um, I can’t co-facilitate leadership training!?!
Pat just called on me to say something!! @%$! Ok just relax
1 on 1 coaching!?! These poor people…
I am starting year 4 with Pat and the client in Texas and Pat’s probably now wondering if I will ever shut up (during the training anyway)! I REALLY enjoy facilitating workshops and I may enjoy 1 on 1 coaching even more. It is so energizing and rewarding. And while I cursed Pat for putting me in those situations (like A LOT), I wouldn’t have grown in my capabilities and confidence if that jack ass hadn’t basically MADE me do it. (Thanks Pat. And sorry for calling you a jack ass)
Stop beating yourself up and give yourself credit for your accomplishments.
Start, or continue, on your plan to get better. Not tomorrow…Today.
You got this!