To say that B2B solution sales is an unpredictable profession is a gross understatement. Deals are constantly stalled or derailed by a seemingly endless variety of reasons.
As we move through our sales careers there is usually a strong correlation between the complexity of a sales cycle and our earnings. We might start out as an inside sales representative responding to requests. We may then progress to outside sales with a limited subset of products to sell. If we’re good, we’ll probably end up as a National accounts manager selling more bundled solution offerings. The ugly truth, however, is that like all ascensions, not everybody will make the cut and most people will burn out before they really start enjoying the fruits of a senior sales role.
Some of you reading this have probably been in sales longer than I’ve been alive. If that’s the case, some of you are really, really old! ;) Some of you reading this could be new to a career in selling and looking for ways to increase your wins. Either way, you are lucky enough to be in one of the most incredible careers you could have hoped for. No 2 days will be the same, the money can be phenomenal, and you’re an entrepreneur to the core. Fact is, most people are in sales and they don’t even know it. The difference is we do and we take it seriously and intend to become top sales professionals.
About a year ago my 11 year old daughter (at that time 10) asked me “why am I a salesman?” I told her “because when you are a salesperson, you control the money you make!” She looked confused so I rephrased it. “If you want to make more money you just have to work harder.” You determine how much money you make, not your boss or employer. She then asked the tough question as most kids do: “What do you need to be a salesman?” So of course I wanted to answer her question accurately but in a more understandable manner. I thought for a second... what one word could I use to describe a trait that all salespeople need in order to be a successful? I told her you need: Confidence.
I don’t know if you noticed but the world of Office Equipment sales is changing at lightening speed. This isn’t new: Change is constant. But sometimes we’re left wondering how we can change our own sales process to keep up or simply to keep improving.
Hey mister CEO boss man, take your eyes off that resume. You can’t measure a person’s heart on a piece of paper! When you think about it, interviewing to start with is a flawed process since you have humans interviewing humans.
For people who know me, they know I am a technology aficionado. I love to own the latest and greatest technology, specially the ones pushing the fold. I am the guy who has an entire room at his house dedicated to virtual reality (Oculus Rift and HTC Vive). If my girlfriend ever moves in with me this might be a problem...
Finally when I get yelled at for watching too much NFL I can say “honey this is work related and I’m taking notes!”
In the last 17 years I think it's safe to say that I've seen a lot …from selling to the SMB Business Market to Major Accounts to State Government to Production Sales. Prospecting, learning new technologies and of course, selling solutions. With that being said I know my way around the print sale cycle. But what most people don't know is that during a period in that time, I played high stakes blackjack across the country.