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Purposeful Selling Step #4: Don't Sell Out

After completing the  Core-Values-Exercise in Step #3, what did you learn about yourself? How will it impact your life, not just your career? The hiring process used today rarely brings up core values. The focus is typically on skills, prior work experience, accomplishments and your ability to carry out bullet-pointed objectives on the job description. Imagine going on a job interview and leading a conversation about your core values? Your job satisfaction and career growth are tied to whether your values are congruent with your work. DON’T SELL OUT! We are fortunate to live in an era where we are raising consciousness about business culture. The odds of finding a business that publicizes its core values is growing. Look at Zappos , Whole Foods Market , and The Container Store as national brands that strongly believe in their purpose and commit to living their values as guiding principles in the...
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173 Hits
AUG
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Purposeful Selling Step #3: Integrate Core Values Into Your Work

HubSpot published an article titled “ The Biggest Threat to Sales Teams in 2018 Isn't Losing Clients .” The biggest threat is losing members of their sales team. The article says that average sales rep tenure sits at 1.5 years according to the Bridge Group , and offers reasons for why this number is low. This is a threat because of the financial and emotional costs. Is this shocking to you? One of the reasons salespeople are leaving is because job satisfaction is low . Until businesses take the time to understand the behaviors and culture that elevate job satisfaction this statistic will linger. Although there are multiple factors that go into job satisfaction, here’s one way to proactively attack this problem and it applies to businesses and individual sales performers. UNDERSTAND, ARTICULATE, AND LIVE YOUR CORE VALUES     CORE VALUE : A principle without which life wouldn’t be...
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  215 Hits
215 Hits
AUG
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Purposeful Selling Step #2: Create a Dynamic Personal Brand

In Purposeful Selling Step #1, “ Know thyself ” you took the time to understand: The natural talents you have based on how you think and make decisions How you prefer to use your talents based on your natural behavioral style Why are you motivated to use your talents based on your drivers of engagement You have positioned yourself for success based on this heightened level of self- awareness. COACHING TIP : In a purposeful organization, “knowing thyself” should not be limited to the sales department. The CEO, CMO, VP of Sales and all others in the sales process who impact the customer should be included. Purposeful organizations shun the stereotypical organizational chart. You are working together toward a common cause (purpose). Hierarchies with authoritarian leadership kill the purposeful spirit. The next step is deciding how you want to be known in an unforgettable way. You may work alone, in...
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  215 Hits
215 Hits
AUG
06
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Purposeful Selling Step #1: Know Thyself

“Knowing others is intelligence, knowing yourself is true wisdom.” -Lao Tzu, Chinese Taoist Philosopher (this is the 1st in a series of 7 steps)  When looking at the performance of a sales organization you need to consider several metrics. The goals and objectives set forth by the organization, and the characteristics and capabilities of the individuals doing the work. It’s not uncommon to see a mismatch in these metrics. Let me give you an example. ACME Corporation requires their salespeople cold-call 100 new prospects weekly. They have calculated that their sales funnel needs 100 calls that will convert to their desired number of sales. Upon closer review only 20% of the sales team reaches that number and the rest struggle. Why is that? The worst assumption made in Sales is that all salespeople are the same. Of course they are not. There are certain types of personalities who naturally work...
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  334 Hits
334 Hits