Change Happens

Whether you are new to sales or a veteran of many years, one thing is certain, change happens. Most people do not like change and do there best to resist any changes even if they have been shown how beneficial the change may be to there success. For example, some veteran sales people, mature in age, resist learning computer technology. Change usually involves time and effort to learn something new. Many times the old axiom, “If it ain’t broke, don’t fix it” is uttered to convey a persons true feelings.

New computer databases, wireless technology, social mediums, and other devices have opened additional sales avenues and assist the sales professional to be more productive. That is, if these changes are learned and utilized by the sales person. The noted American author and professor of biochemistry, Isaac Asimov said, “The only constant is change, continuing change, inevitable change, that is the dominant factor in society today. No sensible decision can be made any longer without taking into account not only the world as it is, but the world as it will be.” Failure to understand and embrace change in the sales arena will be detrimental to selling success.

Many companies and industrial associations schedule meetings, seminars, and training programs to help sales professionals keep abreast of the latest developments in their fields. This helps, but alert sales pros plan their own program for learning and utilizing positive advancements in sales helps to give them an edge over competition. Top sales producers look for changes and do not wait for them to be presented to them. Professional progress never stops for sales people who take responsibility for their own self-development.

One-factor sales people often overlook concerning change is in organizational responsibility. How often do you return to a company that has purchased your product or service from a competitor? Has it been a few years since you had a face-to-face meeting with the decision maker? As Isaac Asimov said, we must take into account the way the world will be and in today’s economic climate that means reduction of force and changing job functions and responsibilities.

Purchasing and other operational departments are consolidated which means a transfer of, product or service recommendations, and final decision making to others that the sales person has never met. The wise sales person will be in constant communication with lost accounts to keep abreast of changes that take place in business’s every day. Keeping an eye on this type of change will help bring greater success to the sales pro.

Regarding change, the words of a popular science fiction show in the late 1980’s and 1990’s, is right on the money when they said, “resistance is futile.” They were not talking about change but could have because, change happens and whether you embrace it or not will determine your sales success.

Unfamiliar with sales fundamentals? Email gthornton3@cox.net and I will be happy to answer questions and help increase your sales knowledge.

Blocking and Tackling

Ever since the first sale was consummated years ago, sales people, and those that manage them, have been looking for new and innovative ideas to improve their company’s market share and increase sales. In an effort to find new “glitzy” sales techniques and approaches, many business’s forget since selling began there are basics of sales planning, call preparation, calls, presentations, follow-up, and follow through that must be mastered and used on a daily basis.

The fundamentals of sales can be compared to the famous Vince Lombardi power sweep that ruled pro football for a decade. Coach Lombardi explained it this way, “You think there is anything special about this sweep? Well, there isn’t. It’s as basic a play as there can be in football. We simply do it over and over and over.” The play was so successful the Green Bay Packers under the leadership of Vince Lombardi in nine seasons (1958-68) won six conference titles and five championships including victories in the first two Super Bowls in 1967 and 1968.

Since the first football game played November 6, 1869 between Rutgers and Princeton teams that block and tackle the best win. The fundamentals of the game have not changed and “The Power Sweep” of Lombardi relied on the basic task of blocking, nothing new, or flashy, just using a long-term basic principle to achieve maximum results.

In sales executing the basic principles will win over clever strategies or fancy programs. Setting goals, planning the day, the week, the quarter, the year, working on the sales presentations by learning the product or service, making sales calls, and following up once the sale has been closed does not seem exciting but the results from doing these things over and over again will have the same success as “The Power Sweep.”

If you are not familiar with the fundamentals of sales or would like more information, please write to: gthornton3@cox.net and I will be happy to answer questions to help increase your knowledge and sales.