“I think sales is the most important skill set young people can learn.”
I’m overjoyed that you got the new sales job! I believe everyone can sell, but you come across as a natural at it on first impressions. That’s how you got the job. You sold yourself. That’s a big asset that you already have going for yourself.
Most organizations will spend several weeks teaching you about the company, the products and services, as well as how to help a new client or buyer sign a contract. They may even spend time familiarizing you with the territory. I have been in sales and this is the standard routine for almost every organization. But they want you out on the street or on the phones as soon as possible making money for them. And now reality sets in…
What they will not do is teach you how to sell. They hired you because they thought you already had that skill. However, it’s been my experience that most sales account executives get hired because they can talk (not because they can listen), dig for prospects or even close a sale.
I want to help you as you start out so you will rise to the top of your new organization and excel. Here’s what you can expect to do if you want to be successful in the new position...
1. Strive to be the best at what you do.
This should go without saying, but did you know that 20% of the sales people are doing 80% of the closings? Ask your sales manager and they will sadly nod, “Yes.” If you work hard, put up with all the turn downs, learn new selling techniques, refine your “pitch” constantly and can motivate yourself, you WILL be in the upper 20%. Get close to the successful sales people and don’t hang around the “sludges” who won’t put in the effort. You can’t fly with eagles if you hang around turkeys. If I learned anything from the classic TV show “WKRP in Cincinnati,” it’s that turkeys can’t fly!
“The top salesperson in the organization probably missed more sales than 90% of the sales people on the team, but they also made more calls than the others made.”
2. Spend time getting close to your sales manager. Most sales managers got the job by...