So You Want to Be a Sales Professional.

Fresh out of college or looking for a new career path? Maybe you’re thinking a B2B (business to business) sales, account manager, account executive position sounds like the path to success for you. Fantastic! I mean why not… You can work the hours you want and the money just flows in. Have a couple of slick pitches and people melt like butter to sign the dotted line. Right? Wrong! We should probably discuss what being a salesperson, sales professional, is really all about before you make this move.

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Time Management Success.

Is time management really possible in a chaotic sales environment? Meetings, events, training, proposals, contracts, and the list goes on and on. Then, as if that’s not enough, you’re hit with the last minute “stop everything and deal with it” issues. At the end of the week, reviewing what you did, once again you’ve failed in getting crucial prospecting activity completed. Why does this keep happening? More importantly, what can you do about it?

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Sell and Forget Customer Service.

My wife needed a new vehicle due to medical issues. She was in Seattle for the operation. I had a week before I needed to get the vehicle to her. The mini-van needed detailed, rear bumper repaired, leather and heated seats added, and floor mats. I paid what they asked and was pre-approved. Pretty easy sale. While signing the papers I was asked to take the vehicle now and then bring back later. I resisted as this was inconvenient and unnecessary. I just wanted to pick it up when all the work was finished. Ultimately I was convinced to take it now.

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Are One on Ones Necessary or Waste of Time?

Every sales team I have ever managed has had scheduled weekly one on ones. Not without resistance mind you. They think it’s a waste of time initially. Another “meeting” and “change”. But after a month or so these same soothsayers are the very ones that get mad if you miss or delay “their time”.

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