Want to be a superstar salesperson? Learn how in this episode of the Sales Management Minute.
Over the weekend, I heard the old joke about the guy who wanted to win the lottery. Every week, he would look up at the heavens and plead his case to win millions. After several weeks of begging, the skies opened up and the man was told… If you want to win the lottery, you have to buy a ticket.
In my travels working with sales people, I often hear laments that sound much like the man in the old joke.
“I want to be better at prospecting…at getting meetings…at closing.”
The list goes on and on. When I ask these sales people what they are doing to make themselves better, there is a moment of silence followed by explanations of how they are working harder. In essence, their approach to improving themselves is working harder. I’m all for more sales activity, but that doesn’t improve skill proficiency.
My good friend, Jeb Blount, author of People Follow You, refers to sales people as the athletes of the business world. I love the concept yet sales people don’t commonly approach their roles as athletes do. If a basketball player isn’t satisfied with in-game performance, he works on technique with his coaches at practice. He watches video to see where he may be going awry. He doesn’t just say, “I’ll take more shots in the game,” which is the common salesperson mindset.
Want to be a superstar salesperson? You have to dedicate time every week toward making yourself better. Pick an area where you want to improve and take action! Research it. Read about it. Talk with your manager about it. Discuss it with colleagues. Do that and your weaknesses quickly become strengths.
Think back to last week. What did you do to make yourself a more effective sales person this week? If you don’t like your answer, do something about it right now! Success is in your control.
See you next time on the Sales Management Minute.
AUTHOR: LEE B. SALZ
Lee B. Salz is a leading sales management strategist specializing in helping companies build scalable, high-performance sales organizations through hiring the right salespeople, effectively onboarding them, and aligning their sales activities with business objectives through process, metrics and compensation. He is the Founder and CEO of Sales Architects, Business Expert Webinars and The Revenue Accelerator. Lee has authored several books including award-winning, best-seller “Hire Right, Higher Profits.” He is a results-driven sales management consultant and a passionate, dynamic speaker . Lee can be reached at lsalz@SalesArchitects.net or 763.416.4321.