Are you a sales professional or do you have a job selling? I distinguish between the two by your level of commitment to your career and whether you have a plan to achieve sales greatness and build your own brand. Salespeople who take time outside of their job responsibilities to develop skills, build their network, add value in their industry and community, and seek continuous learning are sales professionals.
Many sales positions now require you to have a college education, and in many cases a bachelor’s or graduate degree is preferred. This criterion is far less important than your commitment to your career and sales profession after graduation. Another name for graduation is commencement, which means beginning; This applies to sales more than any other profession. After all, in post-secondary academy, what courses teach you about sales and prepare you for the challenges, mindset, and skills you need to become a consistent high-performance professional in your industry? Being excellent in any profession requires a commitment to continuing education and continuous learning and this is most evident in sales; it is the most difficult profession in which to be excellent and the easiest position in which to get by.
Natural ability and talent can help you and give you the illusion that you have what it takes without much long-term consideration for your career. Don’t let your ego get in the way of looking objectively at how you position yourself. Take stock of where you are and where you want to be, build on your strengths, have a plan, and develop habits that take you to a level of performance that only one in twenty achieves. Your career plan is a responsibility you cannot delegate; Having your own vision, purpose, and plan is your top priority. By acknowledging this truth and accepting responsibility for managing yourself, you build self-esteem and your potential in the world becomes limitless.
These are the 5 pillars on which you will build an exciting and highly rewarding career in sales.
We must all be leaders when it comes to our sales careers and having a vision precedes all great achievements. A vision gives you something to strive for, keeps you motivated, and gives you the desired end state on which your goals are based.
Take a moment to reflect and imagine yourself doing what you deeply desire. What kind of environment are you in, where are you, how do you feel, who are you with, what skills are you using, what strengths are you drawing on, why are you being recognized, and what are people about you? Having a vision is the foundation on which all great journeys are based and your career is all about the journey towards achieving that vision.
The mission establishes your purpose, gives meaning to why your career exists, and is grounded in your core values. Your mission is the rudder on which you will base your decisions and conduct yourself; it is your personal code and must be aligned with your company’s mission.
Career plan and goals
Setting goals to achieve your desired end state and committing to reviewing and updating them is where most marketers fail. How many of you reading this article will take the time to write their vision and mission and then come up with a career plan? It takes a lot of character to take responsibility and have perseverance and discipline to build a career plan and set goals. Goal setting is the only way to motivate yourself and translate your vision into action; without having goals you are only dreaming. Goal setting is proven to increase personal productivity; have written goals that are both short-term and long-term.
One of the key areas sales professionals invest in is continuous learning. In this category I include reading, listening to CDs, attending seminars and workshops, taking courses, and asking your supervisor and colleagues for feedback. By refreshing and updating your awareness, a positive stream of information feeds your consciousness, which in turn penetrates your subconscious. You’ll become more aware of what motivates people, how to build great sales organizations, what to look for when evaluating career opportunities, and best practices in the areas of sales processes and techniques.
Learning and understanding must never stop and must always precede action; If you are not continually hungry for ways to improve, you become stale and outdated in your approach. How many reps and managers have you seen continue with their same old habits, have lost their sense of creativity, and no longer provide a stimulating and exciting presence in their environment? You are one of them? I encourage you to commit to continuous learning and open your mind. By opening your mind, you will recognize your own areas for improvement and, more importantly, bring inspiration to your workplace, which will always result in more opportunities and income.
On average, a salesperson changes jobs every 3½ years, but their own career lasts a lifetime. By building your own brand in the marketplace, you become a constant driving force rather than relying on the company you represent today. Taking a leadership position for your own brand gives you a sense of control and power; It means that you will always be in demand because you have demonstrated the ability to build strong customer relationships and provide value. Your personal brand is your greatest asset in the market. Continue to add value to your brand by joining organizations and associations, speaking in public, writing newsletters, contributing to trade magazines or ezines, attending trade shows and conventions, and attending networking events regularly. Considering that salespeople are often generalized as gregarious, my experience has been that most attend work-related events, but rarely think about what they should be doing to add value to themselves, thereby enhancing their value in the market.
High-performing salespeople have a positive mental attitude and a high sense of self-worth. They have a habit of feeding their subconscious mind with positive thoughts and never thinking about negative ones. If you miss a great sale, learn from the experience; If you are rejected, remember that it is not personal and quickly dismiss the negative aspect from your mind. Don’t let fear stop you and doubts take over your mind. As Ralph Waldo Emerson said: “Do what you fear, and the death of fear is certain.” Always act with enthusiasm and you will be enthusiastic as you do. It is a psychological fact that by thinking positive thoughts and acting with enthusiasm and confidence, you will truly feel more self-esteem and will be in a position to develop better relationships and generate greater sales. Surround yourself with high achievers and positive thinkers and stay away from negativity and salespeople who are full of reasons and excuses for not being successful. How you feel on the inside will be how you show on the outside, so always pay attention to the thoughts and actions that are creating your thinking.
The profession of salesperson offers you unlimited potential if you commit to a life of self-reflection, improvement, and positive action. Have a plan based on your own personal vision and always continue to build on and build on your strengths. By following good daily work habits, you will continue to build your self-esteem, which in turn attracts like-minded people who share similar values. The challenge for everyone is to review the 5 pillars as they apply to you and make sure each one gets the time and attention it deserves.