Black Sales Journal

Sir Isaac Newton was an English physicist, mathematician, astronomer, natural philosopher, alchemist, and theologian, who has been “considered by many to be the greatest and most influential scientist who ever lived.”

You may recognize the name, and you will also recognize his principles – and yes, they do relate to sales.  Yes, it may seem unlikely, but his principles relate to the occupation of sales in a less than scientific way.   These are actually Newton’s Laws of Motion, and they are universally accepted.  Physics is physics and math is math, yet some things are naturally transferrable to what we do, and these fit that bill.

We will quickly examine two of Newton’s more famous laws and how they relate to sales and the sales process.

Law – Every object in a state of uniform motion tends to remain in that state of motion unless an external force is applied to it.

This is the law of inertia.  It relates to us that nothing changes until someone does something to change it.

Example I - A sales professional sits in the office contemplating the future, and trying to figure out how he or she is going to make their quarterly goals.  The sales manager calls the rep in and advises that in the last two quarters the quarterly goal was not met.  The manager advised, “Something has got to change quickly and we will be sitting down and discussing it two weeks from now.”

Object – The Sales Rep

State of Motion – Inaction, lethargy, sitting on one’s rear end

External Force – The manager’s promise that action will be taken and the admonition that it would be discussed two weeks from now.

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Example II – A highly performing regional sales unit, the best in the country for this Fortune 500 organization, was doing everything correctly.  The sales unit recently was noted as 21st out of the 22 regional sales operations for the company.  Sinking so low has been difficult, but it was suggested that it was because of the numerous defections from the sales unit.  They had lost their best sales professionals, and the results showed it.

Object – The sales unit

State of Motion – High performance

External Force – Personnel losses, recruitment of the unit’s sales professionals, depletion of talent

Law - For every action there is an equal and opposite reaction.

The strength of this law is that you must anticipate the reaction when you take the action.  This is the best known, and one that is particularly relatable to sales and the sales process.  If you ever step off of a skateboard onto a platform, you feel the skateboard move opposite the way you are attempting to advance.  The movement of the skateboard is considered the reaction.  If you are not careful, you will fall flat on your face.  It is only logical in physics, and in other activities.

Example – A notable employer plans a lucrative sales ‘sprint’ contest to attempt to spur the sale of widgets as it is the most profitable product in the portfolio.  In the process, the sales of the company’s flagship product, ‘gizmos’, suffers and the organization, long considered to be number one in sales of gizmos falls to the number 2 in the sale of that product and thus loses its leadership position and notoriety.

Action – Imposing a sprint campaign to sell widgets

Equal and Opposite Reaction – Sales markedly decreased in the sales of another important product to the point of losing market leadership; activity and presumably sales increase on widgets.

Law – What goes up…must come down!

We cannot forget the most well known of Newton’s Laws: The Law of Gravity.  This one is well known, and very simple.  It is the saying that you heard from y0ur mother, your father, or even your coach.  Don’t act like a jerk when you are on the top or on the way to the top, because very few sales professionals get to the top and never come down.   Success is not necessarily fleeting, but it is obvious that many sales professionals forget that over the long haul it is not promised.

We all know sales professionals that have had problems with that issue.

The Balancing Act!

Everything that is done to the sales force by an employer has a reaction, and everything that you do as a sales professional has some ‘physics’ attached to it well.

Be calculated and careful in your moves and anticipate how those moves will be received, as well as whether they get the intended results.

One of the best manager’s I had the pleasure of working for (J.G.), continuously stressed to me that many actions could have unintended consequences, and we should think things out carefully and be prepared for all consequences.  Sometimes you can do everything right, but affect other variables in a way that will one day manifest themselves as ‘a problem’ as a result of your actions.

I have always said that you should “Do the Right Thing!” (Excuse me Spike Lee!), but in many cases, there is a possibility that there is more than one, “Right Thing”.  Have business confidants (people you trust that have good judgement) that can help you with decision making and always make your decisions in light of the advice you get as well as your best judgment.  Businesses have the same problem that individuals do.  Manager’s who run sales operations need to take the same course as individuals, using proper judgment and analysis.  The difference is that managers who make mistakes usually affect more than one person, and usually several in fact.

Newton’s Laws of Motion (these three) are important as when applied to the sales area they can speak to making decisions and the effect on you, your company, and your customers.  It would not hurt to know them as the concepts are universal.

You don’t have to be a scientist to think about these theories.

Be the Best.

Your comments are appreciated.

Sales professionals are known to have an edge.  Sometimes that edge is what makes them the success that they are.  That edge is often the feeling that they can and will succeed and they will put any amount of effort in to see it happen.  The problem comes when they have an inappropriate attitude that accompanies it.  Read on…

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People get their impression of your attitude from your appearance.  I believe that can be good or bad.  A manager who thinks you appear aggressive might automatically perceive that you are that way to clients also.  Likewise, a manager who thinks that you have a conflict problem might think that will show on a sales call as well.

Most often we are talking about good or bad attitudes. It might be said, “Jim has the best attitude of anyone I’ve ever seen.” It might also be said, “Chris has a God awful attitude and does not show well!” Let’s define attitude and go from there.

Attitude – 1. Manner, disposition, feeling, position, etc with regard to a person; tendency or orientation, especially of the mind; a negative attitude; group attitudes.

Attitude – 2. Position or posture of the body appropriate to or expressive of an action, emotion, etc.: a threatening attitude; a relaxed attitude…

From dictionary.com.  Click attitude to take you there.

This is interesting, as we are talking about the second meanings of attitude in.  For the purpose of this journal we are using to attitude as a trait normally associated in the negative sense, and speaking of what an employer or customer is able to see regarding the position or posture of your body, your facial expressions, and gestures.  Gestures like rolling the eyes or leaning over in an aggressive manner, as well as appearing relaxed and confident are all displays of posture and deportment that can enhance or can doom a managerial or a customer relationship.

Lose the Display

Customers, and even managers, judge your reactions from the faces and gestures you make.  You probably are expert in reading the expressions and gestures your customers make; someone is reading your negative display as well.

After being told that you did not get the business, but your pricing and program was very good you might feel cynical, believing that your price was shared with the competition.  Rather than show the attitude, just professionally ask the customer the question!  You may doubt honesty, but I don’t see anything wrong with asking in a professional manner.  You might say, “My team worked hard on our numbers and we did it without any knowledge of the competition.  Were we were all on even ground in that regard?”

That is far superior to rolling your eyes or other facial gestures that we acquaint with the word ‘attitude’.  It is also honest.  Obviously, it is even more important to ask the most important question before hand regarding how the bid/quote process will be handled.

It is very difficult to mask how you feel about something over a long period of time.   A roll of the eyes, or a quick smirk will give you away at some point.  It is even more difficult when you feel that you are new or racially different than the other sales professionals.  Any display that is negative will be interpreted as a display of a ‘bad’ attitude.

Keep the Edge

So a quick analysis tells us that sometimes the attitude is present because you have an ‘edge’. This edge is your sharp point…what drives you!

My edge was always to prove that I could sell in a market that was not always friendly to minorities.  I guess that I could also say that my other edge was survival as I was raising three small children.

It presses you and often gives you a positive impetus because of the amount of effort you will put into a venture.

Your edge presses you to:

• Demand and expect equal and fair treatment
• Get answers and assistance to make you successful
• Not accept ‘no’ without good reason
• Be successful

Keep an ‘edge’ for life, but always be in control.  It will serve you well.  Every sales call, every prospecting visit, use that edge to fuel you.  Employers and customers will understand you are driven, even if they do not know why.

Be the professional and always be the best!

Your comments are welcome.