Black Sales Journal

I know that I seem to spend a lot of time and effort getting someone to re-boot their sales career, without as much regard for those individuals who are doing well, and just needing to fine-tune some of their efforts.  During this post we will spend some time talking about some activities that will help you to sharpen your skills.

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You may want to ”sharpen your saw” for a variety of reasons.  Among these reasons could be:

• To make more money
• Exceed sales goals
• To increase your effectiveness and efficiency
• To get a promotion or better job

There are things you can to that will affect these areas.  If you are doing well, and want to consider these while there is not serious survival pressure.

The activities that a sales professional does can be common and some are based on particular situations.  There are activities that are done everyday, and there are those that are done as a reaction.  The good part about sharpening skills is that you move away from survival techniques and move to the items that make you more effective.

9 Items to Help You Tune it up

I know that you have heard these items somewhere before.  I hope the explanations will hope you understand why you need to consider them.

Here are some items that I would suggest:

• Seek out a mentor
• Mentor someone
• Get up to date on technology
• Examine your goal setting
• Institute a networking plan
• Attend a sales seminar
• Improve your knowledge – Take a class
• Join a group or association with common interest
• Get a sales coach

Seek out a mentor – You have heard this one from me before, and I cannot emphasize it enough.  I have done two posts about it, and the interesting part is that most Black sales professionals do not do it.  I will note that the mentor need to be accomplished, rather than of a particular race or creed.  It is always good to have someone that shares some of the same challenges in cold calling and organizational interaction.   If you want to see more, check out Black Sales Journal 1/27 Do You Need A Mentor, Probably Two, and Black Sales Journal 7/18 When Mentoring Goes Wrong.  Remember, mentoring can be formal and informal in terms of the arrangements.  Make sure that you arrange it so you can get what you need out of the relationship.

Mentor someone - Nothing helps you re-examine the most important areas of sales professionalism like when you are teaching it to others.  Whether it is the finer points of prospecting or the timing of a close, you think about it harder when you have to teach it to others.  You may refer to Black Sales Journal 3/28 Being A Mentor on this important topic.  You will be giving back, but also re-examining your sales base in the process.

Get up to date on technology – This is a good one to examine.  Increasing your mastery on your system at work is just as important as some of the actual face-to-face work you will be doing.  If you are on Sales Genie or SalesForce.com, you may need to bring yourself up to date to be most efficient.  These programs have good functionality, and your ability to shorten use times depends on your mastery, so get good at it.

Examine and change your goal setting – Stretch yourself on your goals and internalize them.  You all know what stretching means, now I will quickly say that internalizing them means that you will substitute them for the goals that you were given for the year or period.  The new number then is “your” number, and it is taken for granted that your new number is more ambitious.

Institute a networking plan – I will point to Black Sales Journal 2/21, Networking for the Black Sales Professional for this valuable suggestion.  The strength of networking is that prospecting can be less tedious.  They know why you are at the function (chamber meeting, business function etc.) and they know you are going to “touch” them at some point.  It is expected at this function, so your comfort level is high.  The good thing is that this is where your elevator pitch (Black Sales Journal 8/12, Know Your Elevator Pitch) comes in handy.  If all goes well, someone in there is in need of a widget, whether they know it or not.

Attend a sales seminar – There are many that believe sales seminars are a waste of time.  There are some that are worse than others, yet I believe that if you come out of it motivated, and believe in the boundless ability to make money, then it cannot be a total waste of time.  I went to a Zig Ziglar event one time, and he delivered a lot of platitudes, yet there were some sound messages delivered as well.  Note – If you pick up one kernel that develops you, you have been successful.

Improve your knowledge; take a class or course – It does not even have to yield a certificate, let alone a degree, but a course that strengthens you technically can yield strong benefits.  Knowing more about your product, marketplace, or the sales process is a plus and an excellent way to sharpen skills.

Join a group or association – This one is a solid way to network as well as capture an audience for your skills.  Joining a group or association is an excellent way to develop contacts, show expertise, and gather the backing that you need to be considered a true expert.

Get a sales coach – I saved this one for last because it may cost money.  A sales coach is a solid way to get someone to evaluate your sales style and help you improve your weak areas.  Do you have a problem probing, supporting, or probing?  If you sales manager is not giving you constructive comments, you may need someone to help.  Coaches are not free, yet depending on the resources that you have at your disposal starting with your sales manager this might be necessary.  Try your manager first, then a mentor next.  If that does not give it to you, consider a sales coach.  Sales coaching can be on-line, personal, or for teams of sales professionals.

Be Honest With Yourself

The most important thing is to be honest about what you really need help on.  If you are just low in spirits and need some uplift, consider attending the sales seminar.  If you are in need of someone to bounce things off of seek a mentor.  I think you get the drill.

If you career is not sputtering, this is really for you.  If you don’t need to do some emergency triage to stay in your position, you can strengthen areas that others are forced to ignore.  Pick one, and make yourself more complete with the objective of continuous improvement.

We welcome your comments. You can reach me at Michael.Parker@BlackSalesJournal.com.

It is that time again! This post is for all of those professionals, and sales professionals, who are concerned about their mid-term review. The performance review can be a stressful event, a difficult time for many.

Many of us have been there before, and thus the need for this post.  A tough interim or mid-term review is sobering, and if you are in sales it is easy to have a couple of tough quarters.  The importance of this is apparent when it gets to writing.  Use this post, to prepare for this important upcoming event, or to respond to a difficult mid term that has already happened.

Are you currently on a performance program? Remember, you must be on top of your game, and working all of the time.  You might refer to BSJ 4/30/2011, Are You on A Sales Performance Program? Can You Beat it?

Remember, this is the mid-term, and there is some time left to get goals, but you must do something different, or the results will be the same. This post was from last July but applies now as much as any interm period.

Never give up!

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If you are with a fairly large organization, you have probably recently experienced an interim or mid-term review.  As trite as it sounds, you knew it was coming; yet it is one of the least enjoyable activities for a sales professional.  Having someone tell you where you stand in comparison to a goal that you had no choice but  agree to.

Historically, that is the nature of sales.  Review Black Sales Journal – 1/10 Preparing for the Performance Appraisal that discusses the performance appraisal process and the sales professional.  These points are applicable here, yet I am highlighting “what is after the interim appraisal” as a result of the urgency getting on track, meeting goals, and having a successful last 5 months.

You Must Do Something Differently!

This is not an issue if you had a great interim review as you are on track, although you need to remain there.  The problem comes when the interim or mid-term was problematic, exposing what even you have to agree are sub-par sales results and as a result low attainment.

When you are in that mode you have reasons to despair and frankly, I can tell you I have been there. It is a place that you don’t want to be as you are up against a clock (actually the calendar) and you know something has got to change, or you won’t be there down the road.

The real deal is that you might not be doing anything wrong, yet you might not be doing enough right.  Something new has to be tried, and now is the time to do it.  I will propose a few things that may help; yet you cannot stop the normal sales process while you execute them.

Those items are as follows:

• You must increase your prospecting effectiveness. It is a proper activity for even those who are having success.  Please to refer to Black Sales Journal 2/10, Prospecting Tips For Black Sales Professionals.  Making your prospecting activities most effective will include changing, yet it is still an activity that is basically short-term that will yield dividends.
• Reckon with the numbers game that prospecting represents. There is no doubt that there is a formula that successful prospecting continually requires.  See this in Black Sales Journal 2/28, How Many Prospects Do You Really Need? You must know your success formula, and make it happen.  The formula is different based on your own effectiveness.  I might be able to make my numbers with fewer prospects, based on my own approach and characteristics.
• Continue to work hard. There is no magic in this statement.  You can increase your effectiveness and recognize your prospecting formula and the numbers that make it work; yet you still can do more.  Here is where you put it into high gear.

Here are some activities that you can do that you might not be doing right now:

• Utilize networking as a prospect source
• Use seminars as a prospecting tool

Networking – can be a very effective prospecting source.  It does take work and some planning, yet proper networking will change the prospect base you are exposed to as well as create face-to-face opportunities for prospecting intimacy.  I went deep in this topic in Black Sales Journal 2/21, Networking for the Black Sales Professional.  Using networking effectively is possible in the short term and can be done while the normal prospecting activities continue.

Seminars – can be extremely effective.  Done correctly, this activity can be more effective that networking, yet require more preparation, and potentially some resources.  Black Sales Journal 3/24, Finding Prospects Though A Seminar gets deep into this activity that I am partial to.  Now to make this activity work, you do need to have a group that has some has some commonality in buying habits, product needs, industry type, or other characteristics just as the 3/24 post describes.  Once you pull a group together like this, and deliver a message a message with value, you will potentially have followers, prospects, and some customers that you may never have been exposed to.  It would help to be an expert, or regarded as one, yet not necessary.  If you are not an expert, you should engage one to speak to your group, and as is described in the post, keep meticulous records and do not let anyone in, or out, without their contact information, especially their email.

In Summary

These are tactical activities.  They do not replace normal prospecting but can supplement that activity.  You cannot make it in sales without prospecting and need to face that important issue if you have problems there.

Prospecting is the price of admission to being successful sales professional.  Prospecting Tips For Black Sales Professionals were designed specifically for up and coming Black sales professionals in recognition that if you are going to be in this profession, you will need them to smooth out the difficulties of sourcing prospects.

Be effective and prosper.

We welcome your comments. Reach me at Michael.Parker@BlackSalesJournal.com.