Sure it is - for anyone who is not in sales.
Sales is easy when you know how and absolute hell when you don't. It is like being a master craftsman - you will have spent years mastering your trade and learning the intricate skills required to be one of the best and you will have confidence in what you do - the problem is that salespeople rarely command respect.
I am constantly baffled why salespeople do not get the respect and admiration they deserve. I have been in sales for over twenty years and I still meet people in the commercial world who regard sales as being a job for the loudmouth ego's. Persuading a business or individual to buy your product or service is hard at best and has possibly the lowest success rate of any trade. For every sale you make you may have been told "No" to the one hundred phone calls or emails you have made perviously.
If you are an accountant, lawyer, banker, doctor or professor you will have gained some respect for the effort and time you will have invested to be a qualified professional or expert. You cannot be a sales expert.
Without doctors people die. Without lawyers they feel wronged, without bankers they are putting their money at risk (maybe!) but without salespeople what is there? Who sells the drugs to save you? Who persuades you to buy things that results in businesses banking their takings? Who grows your business or the businesses of others that create the growth you need to be employed? Without salespeople most businesses will be nothing at all and yet the lifeblood of many businesses are given such little respect.
Salespeople are needed and should be respected as professionals. You cannot get a degree of any value in sales, you cannot be qualified but an awful lot of salespeople have made their bosses an awful lot of money and yet these bosses will be much more likely to boast the merits of their business concepts and not the salespeople who delivered the paying customers.
I have experienced this first hand with an old business partner. We built a business over many years that we successfully traded and sold. We were very well served by some excellent salespeople who have now moved on to pastures new but ultimately they created the value that allowed us to sell. My ex-Partner now, despite having never actually sold or even met a customer, regards himself as being the key to the success of the business and will happily tell all he can about his business successes without a mention of the people that delivered the sales.
There is however a balance. I have been in sales for over twenty years and have seen all of the ups and downs. Salespeople are generally fairly arrogant, selfish, egotistical, greedy and are bad at accepting any criticism. They can be very difficult, stubborn and often lack understanding of the roles of others. I therefore do not put salespeople on a pedestal and am fully aware of their negative character traits but we all need salespeople in business - whether we are buying or selling, it's them who make the business world tick. Sure there are rogue salespeople who lie and twist the truth to get a sale, but there are rogue builders, accountants, mechanics, landlords - there are rogues in all walks of life.
The art of sales cannot be simply summarised as having the ability to talk and be persuasive. The sheer thought and strategic planning that can go into winning an order or contract can be immense. A salesperson will analyse every part of the contact with the client and will go over and over the detail trying to find, understand and solve any objections or concerns the client may have. They will need to understand where their product or service may be weaker than their competitors and what they need to do to counter that. They will need to understand the clients opinion of them and the business they represent. They will need to deal with the budget constraints of the client and may need to become very creative in finding ways that make their proposal affordable. This is a process that is often started in the car after an appointment and the salesperson will be going through every small comment and reaction from the client and trying to highlight anything significant. It is a hugely taxing process that takes years to master and will occupy much of the salespersons thoughts during the day.
I have taken on junior salespeople and made them brilliant, I have employed great salespeople and made them even better and there is one consistent fact I am constantly reminded of - good salespeople need to work very, very hard. They are grafters and they are hungry, yes they mostly want lots of money, a flash car and good luck to them. Boost their ego's, tell them they are amazing and watch them puff out their chests and go sell for you. They want to be the best, they want their peers to be jealous of them and they want to earn fortunes - you want the sales and they want the money so give them every incentive they could dream of and watch your business grow.
I would love to know your thoughts or experiences on this topic so please let me know in the comments below.
Salespeople are needed and should be respected as professionals. You cannot get a degree of any value in sales, you cannot be qualified but an awful lot of salespeople have made their bosses an awful lot of money and yet these bosses will be much more likely to boast the merits of their business concepts and not the salespeople who delivered the paying customers.
I have experienced this first hand with an old business partner. We built a business over many years that we successfully traded and sold. We were very well served by some excellent salespeople who have now moved on to pastures new but ultimately they created the value that allowed us to sell. My ex-Partner now, despite having never actually sold or even met a customer, regards himself as being the key to the success of the business and will happily tell all he can about his business successes without a mention of the people that delivered the sales.
There is however a balance. I have been in sales for over twenty years and have seen all of the ups and downs. Salespeople are generally fairly arrogant, selfish, egotistical, greedy and are bad at accepting any criticism. They can be very difficult, stubborn and often lack understanding of the roles of others. I therefore do not put salespeople on a pedestal and am fully aware of their negative character traits but we all need salespeople in business - whether we are buying or selling, it's them who make the business world tick. Sure there are rogue salespeople who lie and twist the truth to get a sale, but there are rogue builders, accountants, mechanics, landlords - there are rogues in all walks of life.
The art of sales cannot be simply summarised as having the ability to talk and be persuasive. The sheer thought and strategic planning that can go into winning an order or contract can be immense. A salesperson will analyse every part of the contact with the client and will go over and over the detail trying to find, understand and solve any objections or concerns the client may have. They will need to understand where their product or service may be weaker than their competitors and what they need to do to counter that. They will need to understand the clients opinion of them and the business they represent. They will need to deal with the budget constraints of the client and may need to become very creative in finding ways that make their proposal affordable. This is a process that is often started in the car after an appointment and the salesperson will be going through every small comment and reaction from the client and trying to highlight anything significant. It is a hugely taxing process that takes years to master and will occupy much of the salespersons thoughts during the day.
I have taken on junior salespeople and made them brilliant, I have employed great salespeople and made them even better and there is one consistent fact I am constantly reminded of - good salespeople need to work very, very hard. They are grafters and they are hungry, yes they mostly want lots of money, a flash car and good luck to them. Boost their ego's, tell them they are amazing and watch them puff out their chests and go sell for you. They want to be the best, they want their peers to be jealous of them and they want to earn fortunes - you want the sales and they want the money so give them every incentive they could dream of and watch your business grow.
I would love to know your thoughts or experiences on this topic so please let me know in the comments below.
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