Gaining momentum in your executive career in sales needs a proactive and disciplined technique, similar to that of a bubble crane operator’s attention.
There are lots of things to think about and get right in order to achieve a successful selling week and sales year. However, you should understand that the onus is on you, the sales representative, to take advantage of what you have.
Nevertheless, many salesmen, unfortunately, adopt the mindset that it is their business’s obligation to train and educate them, to provide everything they need before they can genuinely work as a successful salesperson.
In direct opposition, the most valuable salespeople recognise the need to update their knowledge base, buy new materials/publications and continuously grow. This allows them to utilise what they have and dominate prospects regardless of what resources are available to them
A 5 year study of more than 1000 B2B salespersons from 40 industries looked at exactly what separates leading performing sales people from typical ones and revealed, among other aspects, that the most effective salespeople adopted a proactive continual development approach; they considered themselves personally responsible for assisting both their employer and clientele in reaching goals and achieving success. Additionally, they repeatedly looked at new methods so that they might achieve mastery in their sales careers. Reaching goals like these are not as easy as a crane lifting you straight up the ranks, it takes a lot of hard work and dedication. All of this in spite of their management and resources, and without being prodded to do so.
Specifically, what do the best performing sales people teach us? To ensure the sales wheel keeps in rotation, what should we focus on?How do we develop our own continuous learning environment us to be successful?