When I start working with a company and their sales force, it doesn't take long to identify which salespeople have a real passion for their customer, for their product, and for the sales activity. These are the individuals who have a superior drive to achieve, a sparkle in their selling eye, and a true love of their customers and their product or company.
Is it just me, or are there fewer of these passion-rich salespeople out there in the last five years? More individuals seem to be going through the motions and what I call "reluctant salespeople" (reluctant to commit to their career, reluctant to be joyful about their career, reluctant to fully engage their prospects).
Is it a generational thing? I've noticed that some gen Y'ers have an aversion to shaking hands, for example. I love to shake hands with prospects, with customers after they buy, when seeing someone I haven't seen for a while; This long-time social tradition that is probably milleniums-old isn't an attractive interpersonal tool to some twenty-somethings, at least according to my observations. But then again, I'm getting to be an old dude - maybe it's just me.
Is it a economic downturn thing? Are people tired of being beaten down, or fighting for every dollar of revenue, for every percent of commission? Are more salespeople dragging themselves to work and then going through the motions because of the challenges they've faced in the last couple of years?
Is it a management issue? Has the consistent beat of the "profit now" drum lulled some salespeople into a bit of complacency? Is there more conflict with management, or more conflict with salespeople? Have managers lost touch with the front-line sales force? Is micro-management to blame? As management in retail has continued to hire customer service reps instead of sales reps, does that have any effect on this issue?
Is it a B2C thing? I work exclusively in the B2C space - is this a business-to-consumer trend, or does if effect B2B, too?
I'm not sure about any of this, but I see something out there that's different, and it is starting to concern me a bit. It's not that sellers of the day are untalented or lazy or disinterested, but there are strains or low-passion people and low-passion behavior that seems to be slowly infiltrating the sales industry. This is a subtle change, and nothing to be alarmed about, but I think it's worth discussing.
So let's discuss it:
If you manage salespeople, have you noticed anything happening with your team that is indicative of less passion? If so, what do you think is the cause?
If you sell, how do you feel about passion in selling? Passion in a salesperson? Is passion becoming "old school?"
Please share your comments.
If you like this post (or don't) please leave a comment.Skip Anderson is the Founder and President of Selling to Consumers Sales Training.
He works with companies that sell to consumers in
all B2C sectors to increase sales by realizing the buying potential of every prospect.