1. TIME.
Time is the enemy in this quickly changing market. Trying to change, train, and push salespeople to sell fast is becoming more of a hot topic. With generational differences and advances in technology, being a high-performing salesperson is essential to both individual and company growth. Salespeople expecting extensive training is less likely to be the norm in today’s fast-paced technology-driven world. Due to the amount of industry changes, combined with the high turnover rate, for most mid-sized employers such extensive training just doesn’t make sense from a financial standpoint because of the time expenditure involved. This does not need to be negative; in fact, self-development and learning by researching trends, competition, and industry buying behavior can be a major opportunity to lead the pack if you are consistent with research and initiation. Becoming affluent with what you’re selling is something that can be researched and learned both individually and within the framework of a company’s training procedure. In other words – learn as much as you can without waiting for the “secret sauce” to be given to you. This will decrease the time it takes to succeed fast. Initiation should always be a combined responsibility mutually shared on both the shoulders of the person that is trying to earn an income, and the person that relies on others to earn an income for them. That goes for both employers and employees. This can make the bridge of communication a team connection of positivity – versus “just do it” or “why didn’t you do it.” Working together as a team always increases efficiency and time.
2. DUE DILIGENCE.
Patience and consistent action are necessities for the salesperson to learn, listen and execute. The sales process can be made extremely effective by living outside of your comfort zone (fear of rejection, loss of a sale and self-doubt.) Research this yourself, and problem solve within the sales cycle by utilizing a driven frenzy to continuously grow with time and speed. Combine this with the speed of learning all the time, and it will lead to a immediate increase of positive thoughts and positive actions – reversing “too slow to grow” into “sell yourself to sell anything!”
3. LEADERSHIP RESPONSIBILITY.
What about the responsibility of leadership in a sales environment? If you’re interviewed for a sales position, and the manager asks you to sell them a pen (old school) then ask him or her to sell it back to you. Reverse it! But be prepared to ALWAYS nail your delivery, as should the leader that is leading a sales team. Sales leaders all need to “walk the walk” in order to efficiently “talk the talk”. The selling process is great and should be followed and driven down the ranks, but leaders have to be sales driven and lead by example. No one prospect, salesperson, or sales leader is the same – nor are most sales cycles. Finally, not having all the answers is the greatest thing to grow from, as long as you use preparation to learn what you can do better. In this way, moment by moment, action by action, and day by day, you drive yourself to freedom from the stress of time.
Tim S. Marshall
