Many people think that sales and a career in sales is a ‘cushy’ job where you do not have to work hard. Many administrative or office based ‘backroom people’ will frequently question what the sales team or key account team are actually doing for their salary.
The fact of the matter is that the sales team and individual salespeople work differently. They are creators of opportunity; they look for the next sale and they push towards it. That being said, there are great salespeople, and there are ordinary salespeople. In every industry you see the ‘greats’ and you see the ‘not so greats’.
A salesperson without action, drive and vision is like a car without wheels. It has an engine, makes a lot of noise, but travels nowhere.
If you have chosen sales as your career, you are in a good spot, but you are also in a hard place that will require real work and effort. Great sales specialists are self-motivators and drivers of their business. They know that the business will come in if they get out the door and into their market.
Here are some ideas to help you move into your industry and sales career with greater success.
- Define your focus so you know exactly who your market is and where they are. Every prospecting effort and client connection should be to a plan and strategy of approach. Your vision should be specific to what you sell and how you do it. Practice will help you improve as you move ahead. It should be remembered that this is very personal and in that respect you and the motivator to get the job done.
- Connect with clients each and every day. When you open the door with your clients, ensure that they know you well and that you connect with them on a frequent basis. Client contact should be a process in your diary. It has to happen every day.
- Grow your database of prospects on a daily basis. Devote about 2 or 3 hours each day to regular prospecting; that is talking to new people that are not clients at the moment. It is a fact that many clients will disappear over time, given that their situation will change. You must fill the pipeline of opportunity with new people.
- Practice your craft and your dialogue. Connecting with clients and prospects will involve a number of situations such as presentations, sales pitches, product updates, negotiations, placing orders, and service requirements. All situations require practice and very good dialogue. If you practice what you say and do with the most important parts of client connection, you can lift your conversions of sales.
- Believe in yourself and sell yourself at every logical opportunity. You are the best person to do this. Self-promotion is all part of being a salesperson. You promote with relevance, style, and professionalism.
- Look for new ideas and people to connect with. Read papers, surf the internet, and ask for referrals. There is always a new client just around the corner if you know how to find them.
If you have chosen ‘sales’ as a career you are at the start of something exciting. Take charge of your day and your actions. Start driving yourself into your market. Get to know lots of the right people. Be a professional.