My team and I have been studying sales teams, salespeople, sales operating systems, sales strategies, sales processes, and sales cultures across a wide variety of industries in the public and private sectors, N4P and government since 1995 and we have seen and learned a lot of things.
Here are some of what we have learned:
- Selling is everybody’s business and everybody lives by selling something
- Selling starts with opportunity and purposeful optimism
- Selling is the vehicle that allows opportunity to flourish and people to prosper; nothing happens until something gets sold
- Selling at its best is when humans solve problems, realise opportunities and exchange something of value, together; it’s about mutual prosperity
- Selling is a necessary LIFE CRAFT & SYSTEM that can be mastered if you know how
- Selling is ubiquitous in our daily lives yet it is poorly understood and usually left to chance thus leaving businesses, sales teams and people vulnerable to failure and loss
- Selling is more than results and motivational Rah Rah sessions; its’ underpinned by strategy, process, people and culture
- Selling, as a profession, is full of platitudes, silver bullets, myths and negative stereotypes that keep people from earning what they’re worth and doing good things
- Selling exists on a spectrum of intention: from the devious looking for victims to exploit; to the ignorant and irritated who condemn anything or anyone to do with sales; to the commercially savvy, collaborative, customer centric professionals who deliver real value and look to create a win:win fair exchange of value that leads to long lasting productive relationships
- Selling, for the last 30-40 years has been hijacked by hyper aggressive, ‘win at all costs’ business gurus and leaders who see everything as win:lose which diminishes us all and perpetuates ‘race to the bottom’ outcomes that destroy businesses, people and long term value
- Selling is best realised when it’s human centred, ethical, team oriented, strategically aligned, systems oriented, disciplined, accountable and focused on win:win
- Selling is a complex variable system that requires focused, dedicated and continuous attention by leaders who are capable of thinking and acting strategically, managing a range of variables, coaching tactically, and coordinating their business’ value chain to be proactive, client facing, sales led, market relevant and profitable
Author: Sue Barrett, www.salesessentials.com