What is the most important aspect in any endeavor? Arguably, passion. In Jim Keenan’s podcast, he addresses the importance of passion. He talks about the importance of decisions, doing a job you’re passionate about, and how passion is the heart of the equation.
Watch/listen to the podcast here: If You Don’t Have Passion, You Don’t Have Anything
One key thing Keenan talks about is can someone be successful without passion? The question monetarily would obviously be yes. But otherwise, Keenan writes “If you don’t have passion, stop doing what you’re doing. You’re wasting your life away.”
He talks about some personal stories, including his divorce and how he bounced back. He addresses the breaking point of needing to move jobs, adding stories that address the need to be self-aware. Should being passionate be your end goal in sales? No, your end goal in LIFE.
If your goal is to be successful in sales, make sure you create your passion. If it is hard to become passionate about your work, focus on the benefit, and look forward. What are the positive long-term results from this product or service? “Attach yourself to the outcome.” Be passionate about your product or service, and be passionate enough to work hard for your desired results.
In Jill Konrath’s article, Konrath asks “How many “stuck” opportunities are you struggling with right now? If you’re like most sellers, these prospects drive you nuts.” Konrath insists that it is imperative to keep deals moving. She gives us four steps to help accelerate sales:
- Start by identifying the real issues. What are the root causes associated with why prospects aren’t getting back to you? Find them.
- Put yourself in your buyer’s shoes. “You’re a person who’s open to change because you think it could be beneficial to your company. You’ve invested time meeting with the salesperson. But now you’ve run into roadblocks (issues).”
- For each issue, ask, “What could minimize this issue, making it easier for us to move ahead?” Write down as many as you can think of.
- Move back into your sales mind again. This time, identify any current resources you have that could help you with these issues.
What are the most common issues?
- We don’t see enough reason to change. You must help them see things differently. Find relevant articles, create or find assessments to determine costly problems or missed opportunities.
- We’re struggling to get buy-in. Getting everyone to agree on a change initiative is hard. Some tools to help with this include: a map of decision steps, lists of guidelines and key factors, and maybe include some interviews or video examples.
In Jonathan Farrington’s article, Farrington introduces the “Running Away” personality and the “Running Towards” personality. He writes,
“The running away person is awoken by their alarm clock and they immediately hit the snooze button…They have already decided to skip breakfast and they will shave/put on make-up in the car on the way to the office…A few people make things happen, others just watch what happens, but the vast majority wonder what the heck happened!!”
Basically the running away person is in fact running away from responsibility, from magnifying their positions at their jobs, and from succeeding and reaching their potential. How are they different from a running towards person?
“…our running towards person has invested some of their time the previous evening preparing for the next day…In fact, all of the next day’s objectives have been thoroughly rehearsed mentally and planned for…They arrive at the office before most of their colleagues…Life for these people appears effortless, relatively stress free, because they have made it that way!”
What will you do this week to be more of a “Running Towards” person?
In Scott Runkle’s article, Runkle says that when you’ve tried everything and sales are still low, it likely has something to do with your sales managers. “Most organizations have not trailed their sales managers to execute on the job on a day-to-day basis. The sales manager touches every large sales opportunity, every key client, and every sales rep.”
But for some reason, most organizations overlook sales management training. Recognizing the style your managers use will help you find out how training will make them more productive. Here are the styles:
- Firefighters are at the call of their team, often service oriented. “As sales managers, they tend to try to duplicate that success by providing a high level of service to their team. As a consequence, they run from one fire to the next but are seldom able to provide strategic direction or guidance.”
- “Frequently former sales superstars…these managers often display few coaching and development skills, so team sales results are often hit or miss and overly reliant upon the closing of sufficient mega deals.”
These two types of managers dominate the sales world. The third one is seen in a smaller number of individuals.
- Leaders work a reasonable number of hours, they are well liked, relaxed, and they consistently hit their numbers. They are leaders that turn their people into sales managers.
How do we turn Firefighters and Rainmakers into Leaders? Sales management training.
On sports channels, there are often highlight moments. Moments in the game that stood out, or were incredibly exciting. Kelley Robertson in his article writes, “What always stands out for me is the effort a particular player made…Players run full out to catch a fly ball and slam into the wall. They dive to make a catch or save. They fly into crowds. They do whatever it takes to make that play.”
Think about the greatest sports highlight videos you’ve seen. Do you work that hard? Do you push yourself that hard?
“Succeeding in sales requires a lot more effort than it used to. Increased competition means we need to fight harder for each deal. We need to prepare more for important prospecting calls, sales appointments and presentations...”
Sell like you will be on the highlight reel! Make yourself and everyone proud!