If you’ve been in any kind of position (sales or otherwise), a business owner, and/or manager for any length of time you know what I’m talking about. I always know I’m “in a bad place” when after winning a deal it’s a pain to fill out the contract. One of my sales people tell me about a deal they won and while I show excitement I’m not. These should always be good things, right? What happened to the passion? The “I can’t wait to go to work” attitude?
What does it mean to be driven? To have drive? Is it important to sales success? Where does it come from? Can it be taught? One of the hardest challenges as a sales manager is hiring great talent. Even after multiple interviews, sales evaluation exams, and impeccable references contacted a less than hire can still happen. What makes them less than? I can sum this up in one word, Drive.
You’ve finally built a relationship with a potential customer and are getting pretty chummy. Thinking a social media customer connection is a great next step you start in with… “Hey let’s connect” you say. “Great!, LinkedIn?” says the customer. “No, I was thinking Facebook.” you blurt out. Silence [cricket noise]. Things just got awkward. Why?
Poor choices are made daily. Temptations and sales greed to take things too far are always there. What separates those that make correct business choices and those that don’t? Let’s take a look.
I was raised in a witty, cutting, aggressive dialogued environment and became a master of it in high school and college. With this background it would be easy to derail conversations for my own purpose. Regardless, I have consciously decided not to do so; one… out of manners and respect for the author, and two… for the possibility to learn something new. I would never lash out with a personal attack as I see that as a weak and small minded response. I wish that were true of others.
Somewhere along the way sales professionals thought they had found the infamous “silver bullet” for sales success. “If I just Twitter, Facebook, and Linkedin I will have thousands of sales easily!” Question… when has marketing using email, faxing, or mailers ever worked that way? Isn’t social media the same? You’re return will always be fractions of a percent for the effort. Always has, always will be… and you know what? That’s o.k. So, Is social media a waste of time?
Anyone that has followed my articles for any length of time know I am a huge fan of WordPress. Search Engine Optimization or SEO wasn’t even a concern when I first started blogging using this fantastic free tool. Of course today we know that without some thought to SEO, for any type of website endeavor, you just can’t get anyone to pay attention to your site.
The sales industry as a whole has always been a transitional career move/path environment. Today it’s more than ever. Managers, Owners, Presidents, and CEO’s are short fused with their sales teams. Sales members are looking at the proverbial “grass is greener” across all industries in response. A great time to hire and get that sales team dreamed of. Or so I thought.
I went to get my car washed the other day after a long holiday trip. Pulling up to this large full service auto wash center I was presented with some options on a billboard overhead. As I was looking at the choices offered, a young man walked up and asked what could he do for me. I said I needed a car wash which he then did an assumptive close of the highest priced choice. Ok a little irritating but I get asking for the gold. After explaining that the lowest priced option would be fine he became noticeably irritated. Then the battle began. An arsenal of upsell “value” add options were shot at me in rapid fire procession. I literally turned down 5 different options each one with a comeback to my objection from this aggressive employee. Just wanted a “basic wash please”, which was still 17 bucks, was now my final stance no matter what he was going to offer. I had won the battle… so I thought.