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Why Some Sales Professionals Have Better Careers Than Others

If business is a game, sales professionals are right in the middle of the action, as many business transactions, regardless of the industry, involve some type of business development professional.

Therefore, sales professionals are typically responsible for how smoothly the transactions go and the amount of money derived from each lead.

This is why many executives would consider themselves above average (if not great) sales professionals while many of them were in a sales position at one point in their careers.

Determining the Great from the Average:

To determine the difference between the great and the average, we must ask ourselves as to what separates effective sales professionals from the average.

Below, you will find some factors that propel sales professionals to having a great career:

1. Ethics –

The best sales professionals have ethical standards that, regardless of their monetary condition, require them to uphold their own values. For many, it is hard to trust salespeople because so many have had bad experiences with them.

In sales, just like any other facet of business or life, unethical behavior becomes a vicious cycle. What happens? The sales representative, due to constant beratement from dissatisfied buyers thanks to their empty promises and ability to quickly collect but never deliver, begins to resent their buyers, thus justifying their behavior.

Not only do poor ethics lead to a subpar career; they lead to an unhappy one as well.

2. Mentorship and Growing Others –

This one works from both sides of the equation. Many reasons why sales representatives are unhappy and leave their current position is because they feel that they are not growing at their job. There is nobody there to mentor them.

Many sales professionals want to do right by their company, but fail to help the younger sales professionals grow and become better. This is for a myriad of reasons ranging from being too busy to more cynical drivers such as feeling the youngster could take their job.

Regardless, giving back is part of leadership and it’s part of being a good sales representative.

3. Understanding of Business –

Sales professionals who cannot dissect the corporate structure and attendant roles and behaviors of the people within the companies that they call their clients or prospects, are at a big disadvantage to those who have the ability to envision where each individual in a company fits in and how they, the sales rep, should tailor their sales angle accordingly.

Effective selling means being a business partner; in order to become a business partner, a sales professional must be able to have empathy for and understand their target market.

Because there are so many variables that encompass and drive the most effective sales representatives, three is not scratching the surface. However, the above three differentiators prove to be some of the biggest hurdles that business development representatives either recognize or, in some cases go through an entire career without realizing why they are not where they are supposed to or wish to be.

Choosing a Sales Leadership Training Program

Sales leadership training is a must for sales teams, regardless if they are doing very well or not doing so well. The leader of the team should be able to constantly improve his or her skills to become an effective leader, which includes being able to plan and implement strategies well and being able to gain insight into raising employee morale and motivation.

Some of the major issues or concerns that a leader of the sales team must learn to address are:
1. Increasing sales
2. Raising employee motivation
3. Improving employee performance
4. Raising productivity in the workplace
5. Establishing communication with the individual members of the team
6. Building trust with the members of the sales team
7. Creating a sense of community and partnership with the members of the sales team
8. Delivering positive results that are for the long term
9. Developing better motivation strategies and better training programs
10. Building a company culture that helps towards achieving the organization’s mission vision
11. Establishing a management system that focuses on delivering better services and better products

So when choosing a sales leadership training program, consider those that can help you address the major issues and concerns as well as help you develop important skills.

The training program should be one that recognizes that a leader of the sales team wears many different hats: a disciplinarian in some instances, a problem solver in others, a coach and strategist in other cases and an administrator in yet other instances. So the training program should be able to help you learn skills to help you become effective as you play those different roles.

Some of the skills that an effective leader of the sales team should have include being an effective mentor to the individual members of the sales team. Another skill is being knowledgeable of the different models or types of leadership and being able to apply the type of leadership that a situation calls for.

The leader of the sales team should also know how to effectively communicate not just with the team but also to the other departments, the top executives and other employees.

Another crucial skill is building and retaining a top notch sales team. This begins during the hiring and recruitment for each member of the sales team. At this stage, it’s important that the leader of the sales team knows how to spot talent. After the person is hired, the next crucial skill is guiding the top talent to consistently produce the best results, keeping him or her engaged and highly motivated. Part of being able to retain a topnotch sales team is being able to compellingly lay out the goals of the team and how these goals are aligned with company and individual goals.

Aside from these, there are other skills that can certainly prove instrumental to the success of a sales team’s leader. Go for the sales leadership training that can help you hone such skills. These include a thorough understanding of organizational behavior, planning preparing and implementing strategies, excellent time management, and expert handling of personal resources and time.