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.