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How to become successful in sales

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THE SUCCESSFUL FOCUS ON WHAT MATTERS

Do you believe sales is something mysterious? Do you wonder why a few are very successful and others aren’t? It is quite easy – it is activity, frequency and focus that bring success.

It is the same recipe that creates an Olympic champion or puts a man on the moon! How much fun can it be to go out and train when the rain pours down and it’s freezing cold outside?

A winner doesn’t care, because their eye is on the ball or goal i.e. they focus.

“YOU WILL NEVER REACH YOUR DESTINATION IF YOU STOP AND THROW STONES AT EVERY DOG THAT BARKS”

Winston Churchill

You need to ask yourself, do I really want to win this game or do I only do it if it is convenient? Most give up because it is not convenient; the winner doesn’t. As always, it’s the same for a team as an individual.

Nasa got a challenging task but failure was never an option. Besides the right attitude you need teamwork to succeed…

COMPOSE THE TEAM RIGHT AND GET 1+1=3

A WELL-balanced TEAM is always STRONGER than the lone wolf. History is full of stories where the well-balanced and motivated team is stronger than the single individual. Successful sales teams are often built with different types of experts.

For the same reason a soccer team can’t be built with 11 goalkeepers or 11 strikers, a well-functioning sales team must consist of a mix of the equivalent specialists.

A couple of top strikers, a creative midfield, strong defence and a good goalkeeper – all are necessary to win the game. A well-balanced team also makes the journey and collaboration towards the goal more fun.

If you want to read more about team management you may want to read our article about using workload management to become more agile.

But also, a well-balanced and motivated team needs to make the right decisions…

WE MAKE DECISIONS BASED ON EMOTIONS

FEELINGS and EMOTIONS play a major role when we humans make DECISIONS, because approximately 80-90% of a final decision is based on feelings, therefore it is not strange that skilled salespeople are emotional people.

But… the same ability that makes a good salesperson comes with a drawback – lack of structure and order. If making people buy requires emotional and inspirational abilities, making decisions on what to focus on and prioritise does not – those decisions should be based on facts and the state of the pipeline.

Even if you fulfill all the mentioned parts, you need to innovate to stay ahead of the competition… INNOVATION BRINGS THINGS FORWARD. Innovation requires ideas, a nurturing and allowing environment, guts and risk taking, and the ability to see true needs. Sometimes things change fast and sometimes slow, but innovation is almost always a part.

You can’t ask around to find what makes innovation, you need to understand and really find true problems to solve. If Henry Ford had asked people what they wanted, most would have said a faster horse.

“THE SECRET OF CHANGE IS TO FOCUS ALL YOUR ENERGY, NOT ON FIGHTING THE OLD, BUT ON BUILDING THE NEW.”

Sokrates

Before smartphones, most people prioritised battery capacity. The first iPhone came with only a few hours battery capacity, but still it was a hit and a game changer. So now that you know, you just need to do the final part – JUST DO IT!

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