Tag Archives: sales professionals

Are You a One in Twenty Sales Pro? The Hidden Path to Sales Success….

In my seventeen plus years I have encountered thousands of sales people. The vast majority of them want to do better.  They want the benefits of greater success:  Increased income, greater respect from their peers and managers, and increased self-confidence. Yet, the vast majority of them remain at a level best described as “ordinary.”  They never make the transition to being a true master of their craft. In spite of their desire to excel, few do.  

The reason, for the overwhelming majority of sales people, is that they take the wrong path. Only a few discover the hidden path to sales success.

Let me illustrate: A sales person is concerned about an issue in one of his accounts. It could be that he can’t unseat the competition, or that he’s at risk of losing the business, or that he can’t gain an audience with the right people, or that he’s constantly asked to reduce his price, etc. The list is without limit.

But, while the specifics vary, they almost always revolve around the same theme: The question, in one form or another, is always, “How do I get them (prospect or customer) to do what I want them to do?” The focus is always on the account, the other people, the things outside of the sales person that he/she wants to influence.

I don’t think I have ever had a sales person ask me in these encounters, “How can I change myself in such a way as to impact this situation?” And therein lies the problem.

As sales people, we almost exclusively focus on those things that exist outside of ourselves – the prospects, the customers, the politics, the products, the price, etc. We focus on the externals. And as long as we do that, we will be forever stymied in our desire to become exceptional performers.

We will never reach our potential until we begin to focus inside – on changing and improving ourselves. The hidden path to sales success is the “path less traveled,” the path that traverses the bumpy geography of self-growth and self-improvement – the inward path.

When we focus on self-growth and self-improvement, those changes that we make in ourselves naturally ooze out of us and impact the people and the world around us. To improve your results, improve yourself.

Here’s an example: A sales person recently shared this scenario. He has been trying to penetrate an account in which he had some business, but was a minor player. One or two other competitors dominated the account. He had difficulty even getting an opportunity to present his solutions. He saw his problem as external – the politics, processes and personalities in this account.

I talked with him about his ability to nurture professional business relationships, to uncover hidden concerns and obstacles via effective questioning, to empathize with the key decision makers. In other words, my conversation was about his competencies (internal) instead of the account’s specifics (externals). If he could improve himself to the point where he was more competent at these sales fundamentals, he would be more effective in that account, and the problems he expressed would gradually decrease.

As I reflect on the hundreds of conversations that I have had with sales people and sales leaders, I have concluded that the conversations almost always follow that pattern. They present an external problem, and I reply with an internal solution. The obvious question pops to the surface. Ellemo, is it you? Am I so far outside of the mainstream of reality that I am misleading the people I’m supposed to be helping?

Honestly, I don’t think so. The concept of reaching your fullest potential, of making your greatest mark on this world, by focusing internally instead of externally is a position that all of the world’s greatest thinkers, from King Solomon thousands of years ago, to Mahatma Gandhi in more modern times, have espoused. That concept lies at the heart of the world’s greatest religions, a key part of the world view of Jesus Christ and Buddha.

I’ll often share this quote from James Allen:
“Men are often interested in improving their circumstance, but are unwilling to improve themselves, they therefore remain bound.”

Clearly, unequivocally, the path to achievement and fulfillment is an internal, not an external one. What is true for our lives is true for our professions, and is true for our jobs as sales people.

Yet so few sales people understand that. I’ve often shared this observation: In any randomly selected group of twenty sales people, only one has spent $25 of his own money on his own improvement in the last 12 months. Not coincidently, the same ratio is used to define the superstars of the profession. Five percent (one of twenty) of the sales force produce approximately 50% of the sales.

In a world of externally-focused colleagues and competitors, it is the one in twenty sales person who chooses the hidden path to excellence. These are the people who understand this principal, and who consistently and willfully act on it. They are the ones who buy the books, go to the seminars, listen to the audios, and watch the videos – all in a relentless quest to improve themselves, understanding that the only lasting path to excellence is the hidden path of internally focused self improvement. And these are the people who inevitably rise to the top of the profession.



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Don’t swing at nothin’ ugly. What do we really want as sales and business professionals?

A few years ago my son’s little league team was down by one in the bottom of the fourth inning. With two men on base and two outs our next hitter walked to the plate. On his way there Coach Sandro pulled him aside for a last bit of advice. His coaching was simple, he said, “Don’t swing at nothin’ ugly.” And as coach Sandro walked back to his position on the third base line it struck me how profound his advice was when applied to sales.

If you’ve ever played baseball or softball or your kids do, you have witnessed a player chasing a wild pitch – to high, to low, or way out side of the strike zone. The results are predictable and embarrassing. It is sometimes even funny to watch, but most times, the fans, coaches and players just echo a collective groan and wonder to themselves how in the world could he swing at that pitch.

It is no different is sales. Every day salespeople go out on the street and swing at ugly deals. Deals that are unprofitable, unqualified, not in the buying window, don’t have a budget, don’t have an identified decision maker, or because of contracts don’t have the ability to buy. From the outside looking in it is obvious that these low probability, ugly deals will never close and will be a drain on energy, emotions and time. Yet in spite of the obvious signs salespeople forge forward placing these deals in their pipelines and projections, spending endless hours working on ugly deals that will never close. The results are predictable. The vast majority of these salespeople strike out.

Meanwhile, frustrated sales managers look on in dismay pleading with their salespeople to let go of these ugly deals. It is an ongoing battle that is a core part of the sales manager’s job as a coach (just as it is the job of the baseball coach to keep players swinging in the strike zone). In Monday morning sales meetings and one on ones, in their own way, good sales managers coach their sales pros, “Don’t swing at nothin’ ugly.” And sadly, this advice is ignored more often than not.


So what can Sales Professionals do to keep from chasing ugly deals and how can sales managers help them.

First, it is critical that you clearly define the strike zone. Far too many companies and sales organizations have failed to develop the profile of an ideal prospect or customer. This is especially true in small entrepreneurial organizations. But here is a blinding flash of the obvious, if you don’t define the strike zone you will waste a lot of time chasing ugly deals. This process shouldn’t be difficult. Just analyze your best customers, the deals you are closing, and your market place. Then develop a profile of the prospect that is most likely to do business with you and, over the long-term, be a profitable, happy customer.

Next, make a commitment as a team to measure every prospect, deal, and customer against this profile. When they don’t fit, develop the discipline to walk away.

Now I not saying that every deal is going to fit your profile perfectly. This is not how the real world works. In some cases it makes sense to take some risk and swing outside of the strike zone. But there is a difference in taking a risk and chasing an ugly deal. That is where the sales manager plays a key role in discussing the opportunities with her salespeople and helping them make the right call. I also suggest using getting the entire team involved. You’ll find out quickly how powerful analyzing pipelines as a group can be.

And salespeople, you have to pay attention. You are often so close and so committed to the deal that you can’t see the obvious. Trust me on this one, if others are telling you that your deal is ugly – it is ugly.

The end goal is to keep your pipeline full of viable, qualified deals that have a high probability of closing. When you do your pay check will get bigger, you will have more fun, and ultimately you will have more time to spend on other things in your life.

This week when you hit the phones, get in your cars, or board airplanes to meet with prospects and customers remember Coach Sandro’s words, “Don’t swing at nothin’ ugly”