“SHOW ME THE MONEY”
- Jerry McGuire

This is probably the reason you are in sales in the first place. It may also be the reason you are not being successful enough in sales.

‘Huh? Swami you aren’t making sense’

OK, First of all, remember sales is a career, not just a job. If you don’t like to sell, you shouldn’t be in the business. I am a firm believer there is no middle-ground with sales; if you plan on being successful, you gotta love it or GET OUT and do what you really love!

Over the past 12 years I’ve hired, managed and trained many sales people. My staffing company, Dream Team, focused on the placement of sales people. I sell every day myself and am a working manager. Again, you gotta love it. Love making money and love the things below.

In a later blog, I will point out the characteristics that tell you what kind of sales you probable should be in hinted in #1 below. For now though, I am convinced there are several attributes that separate the very best 10% of sales people in any company or industry, from the other 90% that just can’t seem to hit that top level.

In this article I will list out my top ten then will break them out in detail in following blogs over the coming weeks. So here goes and again this is my top 10 so if you have other reasons please post in a response so myelf and others can see it.

#1. Attitude – Let’s look at two sales people, Jane and Jake. It’s 5:10 on a friday. The sun is out and your friends are headed to the beach. You know you have about 5 more calls to make for the daily quota and you haven’t reached enough people yet. Do you leave and call it quits for the day or do you make the 5 extra calls and leave at 6pm? Attitude is doing what the other around you won’t do. It’s doing the uncomfortable to get ahead.. that extra 1%. The Winners all have a positive, can-do attitude.

#2 Being in the wrong type of sales – There are people that love the hunt and making the deal happen. There are others who love the relationship side and the ongoing relationships others who don’t. Some will go out and get the sale while others are better when the sales comes to them. Some people are consultative, others can’t put two sentences together. Are you selling the right product?

#3 No real sales process in place. Just ‘going out and selling’ – If you don’t have a consistent methodology, every day can be something different leading to inconsistent results. There are many sales processes out there which we will discuss. P.S. – I don’t mean tricks, forms or closing tactics, I mean process.

#4 No goals or direction where it all leads to. Making ‘lots of money’ isn’t a goal, it’s a wish. – It’s all about the numbers. Sales is the easiest business to measure your success or lack of it. You have to know your numbers or you will not gain the consistency to be great.

#5 Having real passion for the product – Sales requires a lot of rejection. If you aren’t passionate and truly believe in your company, product, service, etc.. you will burn out and start looking.

#6 Trying to sell a product/service and not solving problems first – A sales does not happen until someone believes you are there for them and fixing their problem. Know the person’s pain and if you can solve it, you will make a sale now or later.

#7 Lack of time management and preparation on a daily basis – From managing many sales people, I see that the majority of sales people do not know how to plan their day or week. We tend to ‘react’ versus ‘plan’ and when a sales comes in everything stops. This leads to the ups and downs versus consistent sales.

#8 Talking more than you are listening — You have 2 ears and 1 mouth. What does this mean? It drives me crazy when someone talks a lot and people say he/she should be in sales. NOT! Put your company brochure away and ask questions then listen.

#9 Poor training – This is pretty broad but most companies follow the 3 step sales training process: a)here’s the desk b) here’s the phone c) good luck. There is strategic/process and there is tactical/skills training. It takes time, money and desire to learn.

#10 Wrong culture/Management Style – Part of this is on you, the candidate/employee, to determine if all the above exists then understanding if the culture and people match your criteria to be successful

#11 Product Differentiation – In a crowded arena, how is your voice being heard above all others? Here we will deal with the brand that might be you.

Again, this is a career blog. I want you to be successful and if you believe sales is your chosen path then let’s make sure you are in the right type of sales, the right company, the right industry, the right product and you have the skills to succeed.

Life is a journey, not a blitz. So is your sales career. Continue to learn and separate yourself on a daily basis and you will not only make alot of money but you will be happy and be richer in many ways.

Now get out there and Sell something!!!