The Modern Salesperson

People buy from people - especially in business-to-business and other big ticket/high level transactions. Also referred to as “relationship selling” or “1:1 selling”, this is not really a method of selling as much it is about the following blend:

• personal branding/reputation - A professional salesperson seeks to develop an identity that positions them as the expert, not just a cog in the sales machine of a company. They understand that their reputation is just as important - and maybe even more important - than their company’s. While this may seem threatening to some organizations, the more innovative ones will foster this trait in their top salespeople. Not only will they sell more, they will be more happier.
• Having a disciplined pipeline - A pipeline without discipline and accountability really is just a list filled out to make someone’s boss happy. A true pipeline is for the salesperson, NOT the sales manager. A professional salesperson should be able to name from heart their top 10 deals likely to close.
• Time management - Here is the short version, if you are doing paperwork in the middle of the day, you better have run out of people to sell to. Beyond that, time management is really “relationship” management; knowing who to invest time and which relationships to nurture.

Another critical element is the mindset of the salesperson. They have to have an “ownership” mentality. There should be a zero-tolerance policy for any salesperson who puts his interests in a transaction above what is right for the company - and the customer. Further, the best salespeople are mentors. They become the leaders in your organization, not necessarily sales managers.

On June 6, 2008, we will be conducting a workshop called “Brand Yourself :: Professional Selling Edition”. Click here for details and to register.

One Response to “The Modern Salesperson”

1. Mike Wagner on May 13th, 2008 11:43 pm

   Shouted “amen” when I read, “They have to have an “ownership” mentality.”

   So true. And not just for sales people.

   I can tell when I walk into a business if there is an ownership mentality within the employees or not. Without everyone is just doing a job. With it there’s still a job being done plus the “something else” that makes for great brands.

   Thanks for stirring my thoughts with this post!

   Keep creating,
   Mike

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