This week, my brother (Will Brooks, President of The Brooks Group) and I will be doing a lot of traveling. We're taking along a few movies to entertain us during the inevitable travel delays. Don't worry, we have plenty of work, too...
Anyway, I think Hollywood has done a decent job pointing out the humor of our profession. Salespeople make great characters because of the many personality traits it takes to be successful.
We'll be watching Boiler Room, Glengarry Glen Ross, Tommy Boy, and Wall Street. But there are a lot of other good ones, too. Like Cadillac Man, Death of a Salesman, and Tin Men. But what other ones should we pick up? What are some other great sales movies?
For 10 years, The Brooks Group has been helping Air Force Reserve recruiters perform their work in a professional, applicant-focused way. It's work we enjoy because it allows us to help men and women who do so much for our nation. Earlier today, I was talking to Kevin Reinert, the Vice President of Military and Government Services here at TBG and he shared some fantastic news...
The Air Force Reserve Command Recruiting Service surpassed their annual recruiting goals for the tenth consecutive year.
We're extremely proud of the men and women who recruit for the Air Force Reserve and wish them continued success as they serve the United States. So, congratulations to the Air Force Reserve for this impressive achievement. We're so proud to be partnered with this impressive group of men and women.
I’m just returning from another Selling Power Magazine Sales Leadership conference. This is my third time attending one of Selling Power's conferences, and each time I leave with more enthusiasm for the future of the sales profession and the work we do here at The Brooks Group.
The watchword of the day was change. No surprise, right? Of course not. Change is everywhere and sales certainly isn’t immune to it. As I weed through my pages and pages of notes, one thing is clear:
Tomorrow won’t be quite like today.
The key, however, is to avoid “change for the sake of change.” It’s going to be important – especially in this still-confusing economy – to be intentional in the ways you change.
Here’s what I mean…
Paul McCord, of SalesandManagementBlog.com, has just completed a book called "Bust Your Slump: A Dozen Slump Busting Strategies to Fill Your Pipeline in 30 Days."
He sent me an advance copy last week and it's great. He said the book, "hasn't got a single new or revolutionary idea in it -- just 12 proven strategies to help sellers, business owners, and service professionals who are hurting for business to generate business NOW."
And the suggestions are spot-on. He's got some practical advice for driving business. And every idea ends with a story of someone who actually implemented it...and grew their business as a result. How many of us have forgotten about the opportunities a contest might offer? Or the acres of diamonds in "dead" accounts? Paul reminds us of their potential in this book (and another 10 slump-busting ideas).
If your copy ends up like mine, it'll be dog-eared and highlighted. Meanwhile, you'll walk away with new enthusiasm for old ideas.
In the interest of full disclosure, I'm in the Sales Training business. So you might think my answer to the question, "Are great salespeople born that way, or can the be taught?," is a little skewed. But, I'll answer earnestly.
Anyone can learn to sell.
That's because sales is a process. And people can learn processes (if they want to). It is, of course, easier for some people than others. Let me make an analogy:
Math is a process. Anyone can learn how to run a formula. It's easier for some people than for others, but we can all -- with enough effort -- learn what to plug where. "Numbers-oriented" people learn more quickly than others, but anyone can eventually get it.
Sales is also a process. Anyone can learn it. It's easier for "people-oriented" people to learn how to sell than it is for others.
The challenge, of course, is finding the "people-oriented" people in the first place. If you're hiring salespeople*, you want to find the ones who either:
- Already understand how to sell or
- Will have a short learning curve.
Am I right? Can anyone learn to sell?
*As an aside, the best way to determine how much work it will take to get someone selling at their peak, consider implementing a sales assessment tool.