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Actual for You - The Biggest Challenges in Professional Selling Today
So what do you do? For more than a year and a half, after having attended dozens of Business Chamber Mixers, professional workshops and social networking events and failing to get good quality leads, I finally figured out the problem…I was literally answering the question. Who knew that what they asked, what they implied and what they meant would result in three completely different answers intended for three entirely different people? And being that I am a dominant right-brained, artistic and visionary being, I really didn’t need that much room for “creative interpretation.” The question implied was
Apathy – There is a tendency for sales people to look at their situation as unique and have some degree of apathy over whether professional training and measures apply to them. The large number of sales training options, many of which are mediocre, cause sales
Including a cover letter with your r?sum? is an essential part of the application process. In effect, your cover letter allows for your r?sum? to gain access to those with hiring authority thereby preventing it from being relegated to some dead file drawer or summarily tossed altogether. Before you even begin to write your cover letter there are some things you must know first. Let’s take a look at those foundational essentials that can make or break your quest toward finding work:The paper you use for your r?sum? must match the paper you use for your cover letter. White with white is preferab
In my opinion, the biggest challenge exists within our own profession. Many do not realize that 1) selling is not a recognized profession and 2) people have no idea what salespeople do 3) what the impact of professional selling is to a company or to the overall economy.
I know that many of your readers would expect me to say globalization or advances in technology are the biggest challenges. But these are not the biggest challenges facing sales professionals. In fact, our biggest challenges exist right within our own profession, we simply have to look around.
I have read in some marketing magazines where selling is considered obsolete and still others are forecasting the demise of the salesperson all together. Though this talk has existed for many years, the internet has caused it to become more mainstream. Elements such as measuring the cost of sales and believing that it is “too expensive” to have a sales team or identifying marketing integration and not including the selling team are examples of how the marketing community does not recognize what salespeople do. Another example of this is within the Human Resources hiring literature around what it takes to hire a “good” salesperson. Believe me, globalization, internationalization, cultural differences, advances in technology, and lack of differentiation are definitely challenges for salespeople, but they pale in comparison to how far the sales profession has to go until it is recognized as a “true profession.” Therefore, the biggest challenges facing salespeople are:
Apathy – There is a tendency for sales people to look at their situation as unique and have some degree of apathy over whether professional training and measures apply to them. The large number of sales training options, many of which are mediocre, cause sales
It was 2.30 am. It was cold and dark and I'd been in bed for just a half hour when the phone rang."Alarm Centre here, are you the keyholder at Balham Store, in a lively(!) south London suburb. Grumpily, I replied in the affirmative. My wife didn't even stir."The alarm has gone off and will need your attendance - when will you be there?" I told them that it would take me 40 minutes or so. The 45 miles through the empty streets would not take the 90 minutes typical during the morning and evening rush hour.I grudgingly got up and put my clothes on, vagu
I have read in some marketing magazines where selling is considered obsolete and still others are forecasting the demise of the salesperson all together. Though this talk has existed for many years, the internet has caused it to become more mainstream. Elements such as measuring the cost of sales and believing that it is “too expensive” to have a sales team or identifying marketing integration and not including the selling team are examples of how the marketing community does not recognize what salespeople do. Another example of this is within the Human Resources hiring literature around what it takes to hire a “good” salesperson. Believe me, globalization, internationalization, cultural differences, advances in technology, and lack of differentiation are definitely challenges for salespeople, but they pale in comparison to how far the sales profession has to go until it is recognized as a “true profession.” Therefore, the biggest challenges facing salespeople are:
Apathy – There is a tendency for sales people to look at their situation as unique and have some degree of apathy over whether professional training and measures apply to them. The large number of sales training options, many of which are mediocre, cause sales
Tech companies, it’s true: your customers care. They care about how you treat them and about what you’re doing to help them. They care about working smarter with you. They even care how other customers are using your products and services. But especially, they care about you, because they depend on you. In many cases, their businesses won’t run nearly as well—or at all—without your product.More than any other kind of organization, a technology company—especially those that make custom software—must forge strong relationships with its customers. There’s no better way—in addition, of course, to
Apathy – There is a tendency for sales people to look at their situation as unique and have some degree of apathy over whether professional training and measures apply to them. The large number of sales training options, many of which are mediocre, cause sales
It has been over twenty five years since I started a small catering company that specialized in International Tapas, tiny silver trays of finger foods to delight the eyes and satisfied the stomach. These little morels were tasty, light and filling. At the time I did not know the little delicacies I placed on the buffet would give way to a very traditional way to dine. I just thought my customers should be exposed to something a little more exciting than Wing-Dings and Swedish Meatballs. I really wanted to move away from serving full means and introduce my customers to a variety of food from all ove
Apathy – There is a tendency for sales people to look at their situation as unique and have some degree of apathy over whether professional training and measures apply to them. The large number of sales training options, many of which are mediocre, cause sales
I don't know about you, but I have great goals. I don't mean that my goals are ‘better than anyone else's' great. I mean massive. I mean ‘Alexander the Great' great. And since I don't use his tactics, I assume I won't wind up with his fate!Everyone wants to experience the rich results of their goals-- personal, business, societal-- it's what our lives are truly about. You may be find that despite all the books, the courses and the mentorships that you've looked to for help, instead of reaching your goals, the road is just getting longer! Not to worry, you may be closer than you think-- the
Apathy – There is a tendency for sales people to look at their situation as unique and have some degree of apathy over whether professional training and measures apply to them. The large number of sales training options, many of which are mediocre, cause sales professionals to look at any purported vehicle for self-improvement and increased professionalism with a cynical eye. It is very difficult to show that training has led to a specific result, meaning that sales professionals often view any training as an activity that takes them away from revenue generating opportunities in the field. By thinking this, they are thinking completely different then any other professional (it’s like a lawyer not wanting to learn about law). What’s worse is the fact that sales training is constantly dumbing down the complexity of selling. In fact, it seems like today that sales training is supposed to be some sort of entertainment and a “break” from the rigors of the selling world. That, my fellow sales colleagues, is a problem.
Confusion – I can’t help but remember the first time I went to sales training or the first time I looked for sales books. They all looked the same. Most were designed to be “quick reads” with very little real substance. I remember asking 20 salespeople “What is professional selling?” They would always reply what they did. For example; “Professional Selling requires making phone calls.” Or “Professional Selling is about getting in front of customers.” For every time I asked “what is professional selling?” I would get the reply back “here is what I do.” It’s very confusing. What’s worse is the fact that there is no common language and lexicon in the sales community. Is it an “outside salesperson”, “field salesperson”, “
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