If you were to sit down and create a fantasy sales team to compete in the market of your choice, would you add your own name to the roster? Your immediate response should be an emphatic “YES! I am a Sales Professional and sales is my game.” If it wasn’t, then maybe it’s time to take a look at what’s keeping you off your own team.
Understanding What Matters
The first thing you’ll realize is that the product or service you’re selling isn’t the most important factor in the growth equation. The goal may be to sell a specific product or service, but it’s secondary to the knowledge and skill required to do the job. Do you remember Circuit City, Blockbuster Video, and Kodak? At one point in time, they were leaders in their respective markets. Unfortunately, they forgot about the distinction between the product and the process. They didn’t adjust to what was happening in the market, the direction of the trends, or the advances in technology. They didn’t stay relevant in a changing world and ended up losing their customers, and ultimately their businesses. It’s important to stay on top of business trends and remember that today the business world moves at the same speeds as cell phones, emails, and blogs.
Sales management expert Duane Cashin has lead award-winning sales organizations and trained sales teams for companies of all sizes. He’s earned membership in Presidents Club and Circle of Excellence, successfully built and sold his own multi-million-dollar business, and enjoys sharing his passion for sales.