In the last post (part 1), I began to discuss the problem of information overload out-of-context for the sales newbie trying to learn the craft of selling from the blogsphere. Simultaneously, I addressed the problem of the veteran who can’t replicate success because the path to success is not known or fully understood.
In this post, we will address a solution: For those of you who know me well, or know of my book “Mastering Your Sales Process” (available on Amazon in February 2010), you know that the solution is based on a process-oriented, systematic approach to the sometimes (often) seat-of-the-pants approach that most sales people – new and veteran – take to their craft.
Sales has the potential to be a very high paying career, so why do so many practitioners refuse to study and systematize their execution? In my opinion, it is because there are VERY few resources sales people have with which to see their craft in any kind of macro, holistic way.
Most sales books, blogs, trainings, etc. focus on a few techniques, or a limited scope. This makes sense, as many authors write from what they know; what has worked for them specifically. This is not wrong or bad, just as any single piece of a puzzle is not wrong or bad. It is just not complete. A better resource for those looking for streamline and systematize success is one with a full-framework perspective.
The newbie needs a structure in which to put the new pieces of information that come in from both study and experience.
The veteran needs to be able to look at the things that have worked for them, and organize them into a set of replicable selling steps and skills that can be applied as needed to new business opportunities in their current job, or in a new sales job that they decide to pursue.
In my blog post on strategy versus execution, I emphasize the need to develop the strategy well before blindly executing. The newbie and the veteran salesperson alike will benefit from a well defined sales process, within which their execution can achieve the velocity possible from correct practice and effort over time.
I have been accused of being a broken record about sales process. I am guilty of that, but in my defense, it is the core of my personal success, the success of my trainees, and now of my readers. Give it a try. Give yourself a raise. You can, if you want to (and you do something about it!).