Posts Tagged ‘sales numbers’

Sales Commitment Attitude Starts with You

Funny many salespeople believe they have a sales commitment attitude and consequently behavior.  However if this was true why do so many in sales fail to achieve their sales numbers as well as dislike marketing or prospecting such as cold calling.

Years ago I read something written by Zig Ziglar who stated “attitudes are habits of thought.”  I agree with Zig and would add the following “enmeshed in a plethora of feelings.”

Zig also defined sales as the transference of feelings.  To transfer feelings one must have feelings and be aware with crystal clarity of those feelings.

Additionally a sales commitment attitude can be traced directly back to someone’s personal core values (ethics and beliefs).

  • Do you say you will do what you said you would do?
  • How committed are you to honoring your word?
  • Are you willing and ready to do what you need to do no matter the difficulty?
  • Is what you do the right thing or the quick fix because you don’t have time to do it right?
  • Do you find yourself making excuses for not doing something you promised or you know you should do?

When I wrote Be the Red Jacket, the second chapter was devoted to creating a personal values statement.  By investing the time to write this statement, ensures the salesperson is truly committed to her or his own values.

People buy from people they know and trust. Those salespeople with an authentic sales commitment attitude are easily distinguished from others who lack such authenticity.

In the book From Values to Action, the author shared each night he invested  5-10 minutes to reflect on what happened during the previous 16 hours.  This was his way of ensuring his leadership commitment attitude.  I believe it would work equally well for those in sales.

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Sales Numbers Matter, But Never More than People

Today there is incredible emphasis on sales numbers.  CRMs churn millions of bits of data each day for sales managers to pour over with the hope to discover what is missing in their goal to increase sales.

A past article published by Harvard Business Review entitled “Know Your Customers Jobs to be Done,” examined the gap between data gathering and improved business results.  What created this gap was this two-fold simple question:

  • Why did the customer buy from you or your organization?
  • Did the customer gain progress in working toward his or her goal?

People buy from people they know and trust because they are seeking forward progress, seeking to achieve a goal or goals. This seeking is determined by a variety of factors both external (driven by others) and internal (driven by the buying individual).

What is interesting to note in this article is the indirect reference to purpose.  When people put purpose behind data collection and data analysis (number crunching), they lose sight of the “why” people buy. Believe it or not there is a direct correlation between one’s purpose and why people buy from that person or organization.

For example, my purpose is to be a trailblazer.  This purpose attracts forward thinking people who are experiencing repetitive problems as they blaze their own trails.  My ideal customer profile is geared toward these individuals yet many of my clients do not meet this ideal profile.  And that is Okay.

Personally I believe in sales numbers.  If you can’t measure it, you can’t manage it.

However sales numbers should never take a front seat to why you do what you do.  You do what you do because purpose as it relates to people is one of our three primary motivational drivers (Theory of Self Determination)  as noted by Deci and Ryan in their research.

Remember people buy from people they know and trust.  When you remember that sales axiom, you will be ahead of the business and sales flow.

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People buy results or rather people buy the feelings the results deliver.

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