Leadership teams often get confused about sales people. Don’t worry. It’s natural and pretty much everyone does it. If you don’t believe me, go look at some job postings for sales people and read through everything they are supposed to do in their role. [Go ahead and search for jobs like: sales person, account executive, business development manager. It’s ok…I’ll wait.]
What you probably found was a description that combines the skills of a hunter and a farmer into one salesperson. If you read the details, the job description was probably about generating new sales opportunities and growing current accounts simultaneously (hunting and farming). We all want this type of salesperson to exist, and we all see how this makes sense on paper. However, this type of hybrid, dare I say super salesperson that can both hunt and farm, is a unicorn.
Really, I mean this in the most positive way possible. If you are this unicorn - then good for you. You are a superstar, no question. And, if you have one of these unicorns, hold on tight because they really are rare.
From a realistic point of view, we all only have 40-50 hours a week to do our job. [I know there are exceptions that burn the midnight oil.] In these hours we have team meetings, sidebar conversations that sprout up, emails to answer, general day-to-day activities and personal moments that are all going to get in the way of selling activities. It's just a fact of life. With that context, our hunter/farmer may have 20-30 hours to juggle both jobs. That's really not a lot of time to intentionally generate new sales, while at the same time taking action to grow and nurture current customers. It's just not.
New business generation isn't a flick of the switch, especially if you are selling complex or big ticket solutions. It takes an intentional plan, dedicated time, attention to follow-up and an understanding of how to find and cultivate a prospect that is natively interested in your solution [is aware of and has a problem that your offering solves]. Growing accounts is equally time consuming and intense - with multiple external and internal stakeholders that you need to wrangle. [I mean manage.]
If you do have a unicorn or if you are a unicorn, then this ebook will become your new best friend.
Why, you might ask? Because it’s a clear blueprint of how to hunt in today’s world where nobody answers their phone, SPAM filters are rampant and capturing a prospect's attention is a challenge.
As a quick reality check, the days of simply calling leads and asking a prospect if they want to buy are completely gone. [Sorry, I know we all think we just need to call more people and pitch our solutions because they are going to love it and be glad we called them! But the sad news is, this just isn't true.]
So what is a sales person, who is responsible for lead generation and opportunity generation, to do? Download this ebook, and start putting these social selling strategies and tactics into action. If you get stuck, reach out and I’ll walk you through it.
I’m Karl Becker and I help individuals and organizations improve how they sell. My focus is on clear, concise, actionable solutions.
In short, I'll show you how to increase performance and generate more revenue.
This blog shares approaches, tools, and ideas that I have seen create success.
If you’re interested in discussing anything, please reach out.