From Coke to logistics

Many sales leaders don’t realise that good sales people have the potential to adapt to different markets and products effectively. If you are good in sales, you should be able to pick up a new market and make it yours within a couple of months.

During my career I’ve seen many sales professionals enter a new market and do a better job than those who were active for years within this market without success.

I remember one sales guy who used to sell Coca Cola. He got an opportunity to switch to the logistics industry. This was an industry he knew little about. After orientating himself and studying the different scenarios he decided to take the job.

Today, some years after making the shift, he is one of the most successful members of his team and even became the leader of the sales force.

So what do we learn from this?

First, you need a good set of sales skills, common sense and the drive and commitment to make it a success.

Second, get rid of beliefs that can obstruct you in your quest for success in sales. Stop using expressions like, you need to know the business, in our area things are different, you need to know people, etc.

Finally, stop using excuses to justify why things won’t work. Good sales people take responsibility. Sales people have the tendency to blame others for their lack of results. When a sales person acknowledges their failure and the cause of it, it becomes easier for them to learn from this and accelerate.  

And finally, try something new, get out of your comfort zone and be non-traditional!

If you’d like to know more about improving your sales team performance contact me.

What flying and selling have in common!

Although most sales people see the Sales Process in general as an instrument to monitor and steer their daily activities by management, the opposite in fact is true. The Sales Process is there for the Customer and the Sales Professional!

Compare this to a pilot who is ready to embark on a flight from Amsterdam to Boston. Before taking off, the pilot first does the walk around of the aircraft using checks and balances to make sure that all is OK. He then goes through a series of checks and balances in the cockpit and with the crew on board.

After all has been checked and found in good condition, he considers the aircraft ready for a safe flight.

Just before take-off both pilots again perform one last safety and technical process before lining up on the runway for take-off.

In business the Sales Process works in the same way for the Sales Professional.

It helps the Sales Professional to have all the checks and Balances in place and working as to perform professionally time after time. It does even more:

• It helps increase effectiveness and efficiency continuously.
• It helps avoid making the same mistakes over and over again.
• It helps improve the success rate of your efforts.
• It boosts continuous improvement of your actions.
• It has a positive effect on your career.
• And it helps make your life easier.

And remember this: just as with the pilot, it helps you avoid catastrophic situations that can get you in trouble!