Black Sales Journal

I have  had numerous discussions with sales professionals of all types and colors regarding the issues of prospecting tactics and strategies.  It is without doubt that any sales strategy that does not include strengthening prospecting activities could well be a real gamble.  Read this and get at it!

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We all might have a little gambler in us, but do we all win?  The simple answer to that is no!  We don’t all win when we gamble.  As a matter of fact, some gambling can be bad for your career.

The gambling I am talking about is that the short amount of prospecting time that you spend cold calling is going to yield acceptable dividends and benefits.

I am guessing that prospecting may not be your favorite activities, although you might even agree that it is your most prosperous.  When you prospect extensively, every week is the spring season in terms of renewing hope.  Rejections have less impact on your momentum as you are consistently touching fresh and ready prospects that seal the wounds.

A Different Way of Thinking

First of all, we all need to think of it this way:

• If you are cold calling once a week, you are gambling.
• If you are cold calling twice a week, you are still gambling.
• If you only take out the time to cold-call three times a week, you are still taking a heck of a chance.

I am going to suggest that you cold call/prospect 4 times a week to achieve success. Cold calling gives you your edge in sourcing prospects.  It is an activity that gives you confidence when you have a good day, and keeps you grounded in the reality of this profession when you have a tough day.  Keep in mind that I am not talking about prospecting the whole day; I am suggesting a minimum of 2-3 hours a day, and certainly more if you are new in the sales professional.

Cold calling creates real work in the form of follow-up, appointment setting, and the preparation that goes with it. Between those activities the training, networking, and even preparing for other forms of prospect sourcing you will have your hands full, but not be lacking for qualified prospects to make your sales goals.

The Black sales professional even has more reason to cold call as it will take more prospects to fill your sales funnel. Many of the prospects will fall out as a result of preferences and other problems in the process.  Always have enough to work on and you always will be prepared

Cold Calling Creates Real Work

The best sales professionals are organized and systematic.  You may be correct that cold calling and prospecting (whether phone or in-person) is tedious and monotonous at times, yet you will not be successful on a long term basis without it.

Cold calling creates real work.  After you do it the most important thing is follow-up and organization.  Recording the conversations, cataloging the buyer and the responses is a must.  As a matter of fact, you can waste valuable cold calling effort if you forget important details.  Record and be specific and you will benefit.

Now, many sales gurus and advisors prefer you to do prospect for five days a week, yet I am being realistic.  If you do it right, and you do it with the gusto that you need to, you will deserve the 5th day off.

Always vary the cold calling times for your cold calling regimen, as you will potentially reach buyers that you were not able to reach at other times.

The Best Use Of Your Time – Alternatives

You are tired of hearing sales managers, and people like me tell you that you should prospect frequently.  I certainly understand that, these comments and urgings have the smell of truth.  Your choice is to increase your prospecting or gamble…but there are a couple of alternatives that I have spoken of in the past, and will spend some time with in some past posts:

• Networking for Success (Black Sales Journal 2/21/2011)
• Finding Prospects in Seminars (Black Sales Journal 3/24/2011)

Networking at a networking event produces contacts and prospects in volume.  It may appear more like ‘speed-dating’, but it does have benefits.  They are low cost, as you are only attending, and they are low-risk.  You talk to as many prospects as you can, then make your exit.

Seminars are work, but can deliver results in amounts that are amazing.  Putting people with like needs in a room and talking to them about an important or impending subject is powerful.  Participants ask questions and your responses give you a chance to be the expert that your customer needs.  Don’t miss that opportunity.

We will have more discussion on these subjects in upcoming posts.  You can still have the variety that you need in sourcing prospects to keep you engaged.  Never stop growing your prospect list.

Your comments are welcome.

Jealousy, the “green eyed monster”, lives in the hearts of many sales professionals. Don’t think that it is something abnormal, it is truly human nature!

Whether it is jealousy about income, managerial attention, or one of the worst ones – jealousy regarding recognition, it exists in many professional sales departments whether it is outside sales or inside sales.

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You can be the object of such jealousy, or you may have jealousy in your own heart. I can relate as we all have been there.  I won’t be critical, but I will advise what you might want to use the jealousy to fuel your everyday activities.

Used correctly this jealousy could help you as a catalyst to propel you to do the things necessary to be the best.

There is Always a “Target”!

I once work with a sales professional, I’ll call him John L, who was flat out just better than anyone else in our sales office. He dressed the part, he had the sales training, and quite frankly even his name was associated with being the best.

There was no one that had the respect of all the different functions or departments like this individual did. He had management’s ear, and if he suggested a change or program, it was probably going to be implemented.

Alas, no one was jealous of this individual, as he was the standard.  So it is not always the best that is the target.

The target for jealousy is normally someone who is “the upstart”, the individual who is breaking away from the pack and making individuals of like tenure and abilities look bad. This individual gets to be the target of professional jealousy, in most cases whether it is deserved or not.

What Can You Do?

A quick review of some of the reasons for the professional jealousy will shed light on the issue.  Professionals get jealous because of the following:

Management Attention -In sales it is human nature to covet managerial attention, as that attention is a limited resource. Your sales manager tends to focus attention on the individuals who are getting results. Even if you are wanting for assistance, if you’re not getting results, and don’t show the potential to get results, the attention to you may be scarce.

Suggestions:

• Get Your Sales Manager Involved In Your Business – From the simple ‘ride-along’, to negotiating and pricing.  Give him a ‘franchise’ in your operations and you will be surprised the level of commitment that can take place.
• Schedule ‘status’ meetings with your manager – Don’t wait to be asked about key or major prospects, keep your manager up front and in the loop.  If you want the manager’s attention, tease out the attention by giving information and facts that provoke interest.  Always have something going!
• Review Black Sales Journal 6/14/12 – 6 Simple Ways to Manage Your Sales Manager – This post will help you ‘manage’ your sales manager.  These points will work, if you couple them with doing the other activities that requisite to the job!

General Sales Success and Recognition– We’ve all been an office here ‘rising star’ changes the game.  This individual may put together a string of sales, land the big one, or gets the manager “knee-deep” in a string of new prospects that makes the manager feel needed. Note that the manager feels needed, not only because they’re being asked for help, but also they see potential and get a good feel for what’s going on.  Additionally, the more information the manager gets about your prospects, the more close to a sale situation he or she is in, and the more they will help you close the sale.

Suggestions:

• Be in the Top 20% - Pareto’s Principal would suggest that 20% of a sales force garners 80% of the sales production.  You have got to be there.
• Read Black Sales Journal 8/22/2013 Be in the Elite – Crack the 20%! – Realize that sales success is hard work, technique, and desire, and you need to be a sales leader, even if you are not the top producer.  Read this post and give it some thought!
• Always be the Professional! – Remember that you have got to look the part as you seek to be in the 20% (see Persona below).  There are many sales professionals who a manager believes success is imminent, and just around the corner.

Income/Lifestyle – In this most measurable of professions, there are individuals who have been able to change their income, and resultantly their lifestyle and their family’s lifestyle in an amazing fashion.  The ability to work a compensation plan to perfection is what singles out sales professionals from many other occupations. Sales professionals used to measure success by some rather simple milestones, such as making six-figure incomes. Although this may still be a yardstick, there are many sales professionals whose six-figure incomes dwarf the theoretical threshold of $100,000.  They make enviable (notice that word) high six-figure incomes, buttressed by compensation schemes and benefits that include long-term compensation factors as well as other benefits.

Suggestion:

• Know How You get Paid! – Master your sales compensation plan. Read Black Sales Journal 9/17/2012, It’s About That Paper – Know How You Get Paid!.
• It is All About How You Manage Your Money – I was once told that a man making $25,000 could live like a man making $100,000, and a man making $100,000 could look like a man making $25,000.  It is all in how you handle your money.  You know what I mean.
• Act Like You Have Been There – Spend your money wisely with an eye toward the future.

Persona –John L, individual I mentioned to start the article had a sales persona, in concert with a aura of success.  In addition to looking and dressing the part, his vehicle was spotless.  There are things that you can do that will give everyone around you confidence in your ability and your decisions. When you add to it business maturity, your persona is enhanced.

Suggestions:

• Always be the professional!
• Be a Lady or a Gentleman
• Help other sales professionals – Be a mentor.  See Black Sales Journal 3/28 – Being a Mentor – Can You Help Someone Else?

In Sales, Some Jealousy is Healthy

Many of us are motivated by jealousy, even if we don’t know it.  If you are burdened by jealousy instead of motivated, then endeavor to use it to your advantage.

Just like in a good relationship, some jealousy is healthy.  I am talking about the healthy jealousy that pushes you to be the better (or even the best) and seek the appropriate levels of attention and recognition.

Your comments are welcome.  Always be the best.