Gaining momentum in your executive career in sales needs a proactive, disciplined technique. 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 and weather you will sell your IT managed services or not.
Nevertheless, many salesmen unfortunately adopt the mindset that it is their business’s obligation to train and educate them by using coaching for business, whilst discouraging workplace bullying, to provide everything they need before they can genuinely work as a successful salesperson.
By contrast, enlightened, highly effective salesmen identify that they need to educate themselves, purchase their own materials and continuously develop, take advantage of what they have and create their own prospects whatever their resources are weather they are good quality picture hanging systems or selling phones.
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 things, that these top performers took a proactive approach to their ongoing development; they took responsibility for their part in assisting their business and clients achieve success; and they constantly looked at new methods so that they might achieve mastery in their sales careers. As long as competitive sales behaviour does not lead to harassment in the workplace, this is healthy for both your employees and your business.All of this in spite of their management and resources, and without being prodded to do so.
What is it exactly what can we learn from these top sales people? Exactly what do we have to do now to keep our sales wheels turning? How do we develop our own continuous learning environment to assist us to be successful?