Optimism and Salespeople

I recently had a conversation with the VP of Sales for one of my clients who was stumped and asked for my advice. He has a sales team member that has consistently been one of the top two or three salespeople for his organization, never missed a goal and was generally in the 115-120 percent range. This salesperson has been struggling recently and the VP had observed a big difference in his attitude. Without some type of intervention, there would be no way for this salesperson to hit his goals. While the salesperson is not in danger of losing his job or anything quite so severe, the VP was nevertheless concerned and asked me what I recommended.

I said, "Let's get him on the phone and ask him." After a few minutes of talking to the salesperson I asked, "How much news do you watch on TV?"- to which he responded, "...maybe three to four hours every night."

Upon hearing this, both the problem and a clear solution became very obvious to me. I said, "Stop watching the news!" The salesperson was becoming depressed from watching the news and the continuous negative stimulus from all those doom and gloom pundits on TV. He was becoming addicted to the negative feedback and it was affecting his outlook on life, business, etc.

I am not a psychologist, but if there is one thing I do know about salespeople - Optimism is essential! We do not have the luxury of ever being down. Salespeople need to be the eternal optimist to survive the ups and downs that are part of the business and sales cycles. It doesn't do us any good to subject ourselves to negativity or worry about things we have no control over.

To all the ‘optimistic' salespeople out there - Good Selling!

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What’s a Win in Sales?

I know what you are thinking. It's when we shake hands, complete the paperwork, deliver our products or services to our clients. Or for the straight commission salesperson, it's when the check clears and payday comes. All too often, as professional salespeople, we only look at the end and not the process of getting there. Not every sales call, phone conversation or proposal results in a sale. I wish that was not the case, but that's the reality we face as salespeople.

I recommend approaching the sales process as a series of objectives that need to be accomplished along the way to completing a sale. Start out by asking yourself this question "What is the objective of this sales call, meeting, or conversation?” If you accomplish that objective, you have just earned a WIN!!

It's a mindset that top sales professionals have mastered (my opinion from observation).

Top salespeople understand the importance of staying on track, staying motivated and understanding that a successful sale just doesn't happen on its own.

There were countless WINS along the way.

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If Politicians Were Salespeople, They’d be Out Looking For Jobs!

Okay, I’m a news junkie. I admit it and I feel better having admitted it. I just can’t help believing that if politicians were salespeople in today’s marketplace, they’d be out looking for a job.

When I look at top salespeople, they have the following personal skills and characteristics:

- They listen objectively to their customers
- They solve problems
- The respect their customers
- They value teamwork
- They are results-driven
- They are goal oriented people
- They are good at conflict management
- They tend to be Self-Starters who have the ability to manage themselves
- They hold themselves Personally Accountable for their actions without excuse or blame

With the bitter and sometimes vicious attacks and accusations hurled across party lines, it’s no wonder people are frustrated with their representatives.

If there are lessons politicians can learn from salespeople, they are these:

- Customers are #1
- Listen objectively to our customers and solve their problems
- Work with – not against – is the quickest way to get things done
- Don’t make excuses or place blame on others by taking personal responsibility for our own actions is a lesson most politicians missed or have forgotten

In sales, customers have the final word and those who forget the above will be fired!

This isn’t a political statement, but just an observation from a humble salesperson who is proud of his profession.

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