The world of professional selling is rich with information related to selling skills, sales training and techniques to assist professionals. However, after much rhetoric and information I am finding something completely different...a problem with selling professionals.

Much present research directly points to the manager or the organization. Findings denote issues with policies, organizational effectiveness, training and a myriad of other issues. One overlooked area is that of the selling professional and in some cases the business owner. After 26 years in the field, we find that not only are there two sides to each story but that today's sales professional must share the blame. Managers and organizations can no longer bear the brunt of the issue if sales professionals falter. Our findings show that sales professionals are culpable in the following areas:

1. Talent. Organizations simply hiring incorrectly. Talent is innate. Sales professionals either have skills to create trust and relationships or they don't.
Sales personalities must be gregarious. Behavior can change but only if the person desires change. If selling is not for you- leave!
2. Passion. Similar to talent, passion is an innate trait. Professionals must love what they do, love what they sell, love the industry and most important love the challenge. When sales professionals struggle to sell product or service, is this a lack of knowledge or a lack of desire?
3. Excuses. Stop making them. If assistance is required seek it. If knowledge is required, discover it. Humans are creatures of habit, they complain first, castigate others, and then hesitate. The present competitive environment leaves little room for immaturity. Take command and get the assistance you need.
4. Assistance Abyss. The prior area comes stems from two issues, 1) a need to seek advice but yet more importantly 2) the opportunity to obtain it. We understand that not every organization is employee friendly. We find needed resources are ignored for those narcissistic executives. If selling professionals do not obtain the proper support, seek another employer. To us, it is shameful that organizations do not support the most vital department in every organization- selling. Some organizations forget nothing happens without a sale. Many executives pay themselves before employees; if you find this to be true find an employer that creates a sales culture.
5. Education. The one item no one can eliminate is your education. I remember a great motto, "Content is King!" In our knowledge economy, education is an investment in you. This is not only a privilege but also a right. If you desire more knowledge, go seek it. The greatest thinkers and philosophers of our time sought that which they did not know, that is what made them great. If you seek greatness, discover it. Read books, network with success, evaluate your strengths and weaknesses, seek advice, etc, but do not stop. Do not look for your manager or others to pay for courses and buy books it is your individual responsibility.
6. Productivity. Sales professionals are notorious for procrastinating. From the nebulous sales reports to the expense reports, sales people spend more time complaining about administration then doing it. Gain some accountability and get the required items completed.
7. CEO Personality. When we conduct workshops and seminars we ask sales professionals to leave the room and leave all their business cards. The return a few moments later to see their cards torn up in one pile. We explain the plight of a selling professional requires the persona and mindset of a CEO. "C" level executive concern themselves with productivity, profits and expenses. Sales professionals must emulate these attributes. We see a shift in thinking and accountability. Selling professionals must stop believing that salary is a safety net. They must act as if balancing a tightrope each day. Every decision hinges upon their profitable success in the field. Take control by thinking like the boss not an employee.
8. Empowerment. Selling professionals are venturesome. Yet too many seek permission before forgiveness. Be bold take a risk make a mistake that is selling. If I had a dime for every mistake I made I would be much wealthier than in my present business. We all make mistakes; it helps our knowledge. Selling is about risk take it. Selling requires more moxie than your expectations.
9. The Art of Persuasion. I was taught that the first sale must persuade you. You must be convinced you are selling the right product, to the right client in the right territory. Lack of conviction flows through you like fresh lava from a steaming volcano. To sell well you must have conviction, presence and energy.
10. Self Doubt. The sales business is the rejection business. Selling professionals go through numerous rejection get over the self-pity, no one cares! Great selling professionals emulate confidence. Self-doubt is unavailable when professionals rebound obstacles.
11. Bonus. The profession of selling requires individual growth and individual employment. As a micropreneur one must engage in self-mastery. The ability to overcome obstacles and continue learning is paramount. Learned professionals create mastermind groups, seek expert advice, believe in continuous learning and elicit confidence. The best simply never stop.

During the infomercial craze of the 1990's Susan Powter coined a phrase "Stop the Insanity". How true! Sales professionals must stop the insanity. Sales professionals must reset their internal GPS so that more is accomplished without rote excuses. Managers are too busy today to listen and organizations are focused in instant productivity. To survive in this crazy competitive world requires moxie, confidence and a willingness for chronic success. Defy the odds and by taking control of your destiny.

© Drew Stevens PhD 2008. All rights reserved.

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