Any sales professional looking for that new sales position recognizes that their success is based on a process.  The sales process includes your understanding that each sales professional is different, and each product is different.  The most important part of that is realizing that each sales professional needs to be able to determine and articulate what gives him/her success based on their own level of skill.

In Black Sales Journal 2/28, How Many Prospects Do You Really Need we discussed knowing your metrics.  This was a wake-up call to some who do not necessarily agree with the sale process fundamentals.  I assure you those fundamentals exist, and the variable for each sales professional is based on individual effectiveness, product, and industry.

The most important item to know is that you need to be able to articulate the basis of your own success.  This is powerful in an interview, and you need to be able to do it cogently and clearly.  You will find, that if it is well rehearsed and documented, it will put you to the front of the line in getting that new sales position.

You Are the Expert on You

You have heard me cite the phrase “You are the expert on you!” as it is obvious that you should be able to define yourself better than anyone else.  Nowhere is it more important than in the interview process.  Knowing your strengths and weaknesses is one thing, and your benefit will potentially be that you may be able to sell someone on them and get past first base.

Knowing your process, and being proficient at articulating it can be the shot that you need to impress that hiring manager.  What is more important, two things can happen on that next interview:

1. You could be asked to define your sales process
2. You could be asked to define why you are successful

Either way, you will need to be good at explaining it, yet not glib or slippery.  You will want to show that you are successful because you do the things that make you successful intentionally, consistently, and systematically.  You will want to show that your routine is solid, and not responding to what happens on a particular day.  Your respect for the law of large numbers and volume will come through in your characterization of your daily effort.

You can give the best presentation of yourself possible, as well as the best display of your mastery of your own “process” by practicing it in the mirror and with a caring listener.  Someone who cares enough to listen to you drone on and on until you have mastery of this important piece.

A Practical Example

The interview would lead to this statement and comment:

“Jerry, from what we can see your sales results are admirable, and enviable in terms of your percentage of goal attainment, and your ability to do this year after year.  Will you share with us what makes you successful?”

Jerry responds “Bob, I would attribute the consistency of my success to the regimen that I hold myself to.  In addition to that I wholly subscribe to the law of large numbers and their effect on prospecting and quoting.  I measure my success against my continuous activities and results and adjust my prospecting efforts based on my call (prospecting) to appointment ratio, my appointment to quote ratio, and my sold to quote ratio.  I track them and utilize them in determining my effectiveness and my level of future activity.”

Jerry expands:“I make 75 prospecting calls a week religiously by phone, and 20 in person cold calls per week.  I believe that if I do this, I give myself a realistic chance of increased success and earnings.   I reach all hard to get prospects by phone after hours, which means the hours of 5:00 to 6:30P, as I have found that to be a time when the “gatekeeper” is not on duty, and the decision maker has to answer the phone on their own.”

Then Jerry pulls it together: “What I do works for me and I believe in it.  My results are in the portfolio that I just handed to you.”

Why does it work?

Every sales manager wants you to have a system that works.  It makes management easier.  Your sales statistics are yours, and others have their own.  Believe me, if you cite you discuss your process like I am suggesting, and you are able to back up your claims, you will be a primary candidate.

When I was a sales manager, I knew my role was to get the most out of every sales candidate.  A candidate with the basics well in hand was one who would be ready for advanced sales techniques, as opposed to me pressing him or her for the rudiments.  Knowing your plan is more than rudimentary though; it is the start of being the true professional.

We welcome your comments.

Will they toast you when they work for you?

You are the consummate sales professional, your numbers are admirable, and you are able to keep step with the best sales professionals in your organization.  Consistent goal attainment pushes you to the top of the heap and will one day could land you in the management job you covet.

This is an admirable position to be in.  Sales management is a challenging and rewarding position that is often a springboard to higher positions as knowing the customer and sales process is obviously important.

Now here is where it really gets interesting.  Your potential advancement is built on a foundation that includes many inputs and variables, of which your sales numbers is just one aspect.  Getting your numbers turns out to be the price of admission to this party.  Many of the other items can involve some sacrifices.

Relationships, Relationships, Relationships

We have had many conversations about the relationships with customers gets you the numbers.  It is important, and you need to know how to go as “deep” as possible with those relationships.

The truth is that there are some relationships that you may have which can hold you back if not treated in the right way.  These affiliations could potentially play against you when it is time to take the step upward.

As sales professional, you will undoubtedly have friends in the sales function that you associate with; this is natural, and expected.  Because of your winning personality you may have a large network of friends and associates, many of them competing with you on a day-to-day basis.  You share information, criticisms, and approvals as well as strategize on ways to approach problems with accounts and sales in general

We often address the concerns about perceptions in BSJ.  This is a little different perception issue. Here is one instance where there can be a perception about the relationships you have and your ability to remain objective if you are given that desired promotion.

What is Desired From the New Manager?

Once again, we are working with a perception.  The concerns are centered on a few important questions:

• Can this individual be objective and avoid favoritism?
• How will this look to the whole sales force?
• Can I trust this individual to manage and develop my sales talent?
• Will this choice positively affect morale?

These questions are important, and the right choice of leader is important.  A manager is a leader, and a selector and developer of talent.  Organizations are looking for someone who pulls people together, and not someone who pulls the organization apart.

Many “potential” managers have deeply invested personal relationships that may have even a worse appearance than is actually true.  I put the word “potential” in quotes because these people may never know that they were selected against because of their relationships.

Sharing and personal closeness look good, and may give the appearance of “esprit de corps”, yet in truth this can be concerning to executive management.  Confidentiality, fairness, and ability to discipline are good examples of activities that must be present when considering a candidate, and these attributes sometimes look in jeopardy when someone has close “friendships” on the sales floor.

Some Actions You Can Take

I don’t think any manager wants you to avoid having relationships, or to attempt to hide them.  The best time to observe these actions is when you start a new position.  No one suggests that you be aloof; yet try operating in this manner:

• Have reasonable relationships. Work is work; “work friends” are just that, “work friends”, they are not integral to your existence.
• Limit the social activities at work.  These activities can showcase your friendships, and can create perceptions about your ability to keep confidences and be fair.
• Mind your own business.  Do not get involved in work gossip or defenses of anyone unless it is ultra-important.  There is no conflict that is calling for your participation.

Your relationships at work obviously exist because of your physical presence.  If you are all about business, much of this will take care of itself.  The best sales professionals recognize that focus is important.  This does not make you boring, or one dimensional, yet it will give the professional appearance that you need to transcend many of the sales professionals that you work with.

The Look of A Manager

Management changes happen for a variety of reasons, and happen suddenly.  These reasons include termination of existing managers, promotions, opening of new territories, retirements, death or disablement, and other reasons.  The company has the opportunity to go outside the company, or hire a manager from within.

Here is where your appearance is important.  If you appear to be too close to the staff that you would potentially be managing, the decision could be against you.  If you appear to be “one of the guys”, you may handicap yourself at this important time as well.

Your best bet is to have relationships with other sales professionals that are professional, amicable, and in some cases even more deep such as mentoring.  If you keep it to this level, you will have the professional appearance and, as was said earlier, will not appear aloof.

The time to think about it is now, not once a potential management position opens.  Give it some consideration.

Be prepared.

We welcome your comments.