Black Sales Journal

What motivates you?  Is it money?  Is it recognition?  Is it success?  Think about it as you read this post.  We all have our ‘switches’.  Read it and give it some good thought!

___________________

Motivation is an interesting subject.  I believe that it has to come from within, although each of us may need some ‘cheerleading’ it at some point.  Success can motivate some individuals, while lack of success can be the fuel for some others.  Some sales professionals respond to challenges, some to sarcasm, and others to the thrill of being ‘numero uno’.

In my case motivation had to come from within, and could not be ‘supplied’ by a great speaker or a reading.  I did respond to personal pride though.

There are motivational factors that are good and bad, including motivational speeches that stimulate and excite.  My favorite of all time is below, and I hope you will enjoy it.  Note, there is some tough language in this great video, yet it is priceless:

WARNING STRONG POSSIBLY OFFENSIVE LANGUAGE.

I know that the majority of you will never have to endure this type of speech. Although it is great theater it is something you would never forget.  Motivational speeches can come from many angles, and I suppose that some could come from individuals other than the sales manager, as was the case with this screenplay.

Your Sources of Motivation

Whether or not you agree that motivation comes from within, you might also recognize that there is a great following for the sales gurus that would like to create that atmosphere of motivation.  Zig Ziglar is sales motivator who has made millions in his speeches and seminars.  He is world renown, yet his quotes, albeit catchy, and for the most part true, did not do anything for me.  Google Zig and see if any of the quotes and quips do anything for you.

I am not endorsing or criticizing any of these individuals, as I believe that their worth is based on what the listener needs.  As I mention in Black Sales Journal 8/15, Tuning-Up Your Sales Career, I mention that these sessions can be important as you attempt to “sharpen your saw”.

Other motivation can come from reading sales books, online sales blogs, as well as attending seminars that are replete with exciting speakers and content.

When I was selling, there was a more omnipresent form of motivation.  As a single father with three children in tow, the picture on my desk showing the faces of my three children, looking angelic even though they were a handful was the motivating symbol.  This short video will give you an idea of what things could be like around the breakfast or dinner table:

Obviously it was never quite like this, yet the reality is that your family and a desire for the best life you could have is serious motivation.  Wanting family vacations, new vehicles, and a home that you can be proud of provides fuel that is intrinsic and long lasting.  Sales managers often encourage overreaching by sales professionals as it provides a constant motivation that is sometimes dangerous.  This can be dangerous, and can backfire on the sales professional.  I counted on the fact that I could not fail in providing for my children and that was an enzyme that gave me serious motivation.  It was more humble than overreaching, yet effective.

Many of you are in the same situation as you start your families, or raise them to maturity.  You recognize that your family is dependent on you, so as you ‘hit the bricks’ you realize that your motivation is at home.  Your children do not know, or need to know, about the difficult sales environment for a Black sales professional.  Your husband or wife might serve as a good sounding board on that topic, yet maybe you don’t want to burden them with it either.  No one knows it as well as the Black sales professionals who read this journal.

It Gets Real Personal

Know that your skill level is important and you should keep it sharp.  Recognize that the tactics that you use must be honed sharply as your compete with other sales professionals looking to show the advantages of their products and their own attributes.  More than anything else you should realize that the motivations that you thrive on, if they are as intrinsic as your financial and family needs will propel you better than anything external.

Use the external stuff for a finishing touch, and realize that you can find some darn good tips out from these clever speakers well as the benefit of being with those sales professionals who are in the same situation.  Knowledge is everything.

Maybe more than anything else, your probably recognize that I believe that motivation is a personal issue no matter what color you are.  I will also note that pride is an important factor, and provides motivation as well.  Being able emerge as a sales leader even in the face of the obstacles that you encounter as a minority is an accomplishment that few will understand, but is real.

Always be the best.

Your comments are always welcome.

If you were to do a little research you would find something fascinating about people and positions within your organization.  You would find that the successful sales executive usually out-earns most positions that are not considered upper management.

Let me explain it in different way.  When I was a sales manager, I expected that my successful professionals should make more than I made, and the best did so handily.  General managers, vice-presidents, even some Sr. Vice Presidents and up are at a disadvantage when it comes to the total compensation package, but there are good reasons for it.

So why do so many people believe that all the brains in an organization are in the engineering departments, finance department, and general management?  Well, because so many people don’t know the rigors of professional selling and the strategies and intelligence needed to do it.

No Logarithms Needed

Think about the sheer brainpower needed to calculate the thrust to get out of earth orbit for a space vehicle with monstrous dimensions.  If you consider the brainpower necessary to design the new generation of space vehicles you would be correct in that it takes a ‘rocket’ scientist.  Now the big question:  Could they sell it?

Have you ever considered that those skills are literally worthless when they are used to try to convince a buyer that he or she should change widget manufacturers and do business with your organization?  You don’t need sophisticated mathematical formulae or extreme logarithms to make that happen, you need the ability to:

• Create trusting and confident relationships
• Apply sales techniques to influence buying decisions
• Anticipate and answer the customer questions
• Present effectively and with aplomb

Many people have trouble putting a value on these, but a sales manager and General manager know that this individual makes their job easier.  It is obvious that we all have our calling in life, and the role of a sales professional, as I have said before is to “convince someone to do something that they would ordinarily not do.”  Frankly, not everyone can do it.  It is an art, with some technical aspects behind it.

It’s Not For Everybody

Not everyone can play this role as it requires an individual who can:

• Work with all types of people
• Analyze and anticipate buyers needs and desires
• Withstand rejection
• Counter objections effectively

The best of these individuals are compensated highly for their skills and the uncertainty of the job to the degree that their annual income, which may include salary and bonus or otherwise are enviable.   Sure it is hard work, but so many know it is their ‘ticket out’ and have provided for their family in ways that draws jealousy from people in the other functions or departments.

I have seen sales compensation amounts in sales departments well over the $1M mark, and currently know a sales professional in financial services who 5 years ago, when the getting was good cleared over $1.2M.  Now, that is rarified air, and there are many who make more than those high numbers.  I am talking about b2b sales in these examples, and I am not talking about extreme or exotic products.

Machines Will Never Take Over

The occupation of professional sales is not unique, but it does stand out.  It might be one of those occupations that will not be taken over by computers or outsourcing.  The reason is simple, customer intimacy!  The sales professional does a lot of things, but the most importantly from the standpoint of the customer, they create the confidence that the customer needs to make the switch and stay put.

Even when we are talking about a commodity, the sales professional and the value that they bring can make the competitive difference (See Black Sales Journal 2/24-Selling a Commodity – The Difference is You).

The sale professional recognizes customer lifetime value (from the sales standpoint see Black Sales Journal 2/16 – All Customers Are not Created Equal) and seeks to extend the relationship as long as possible.

When the machines can create and nurture relationships we will be in trouble, but I don’t see that happening soon.

The Smartest Guy In the Room

So the smartest guy in the room might not be the engineer, the architect, the computer designer, or the aerospace scientist, it might be the person who operates closest to the person that pays the bills.  We know that as the customer.  We can’t do without them, and they need to be nurtured and fed.

This sales professional role is best done by someone who comes in with the skills that we probably take for granted.  We will call them advanced sales skills.

So the smartest guy in the room may well be the Ultimate Sales Professional (Black Sales Journal – The Ultimate Sales Professional I, II, and III).  Read this and let me know what you think.

We will ‘just ask him not to wear a cape to the sales presentations.  So when the meeting happens, who is the smartest guy in the room?

Your comments are welcome.