Are you good at sales?

Recently, I was asked if I considered myself good at sales. My initial reaction was to laugh and quickly responded with a firm "no." When I took a minute to reflect, I realized my reaction stemmed from the fact that I don't identify with the stereotypical salesperson—the one always pushing "deals you can't refuse" or adopting a "let me tell you what I'm going to do for you" attitude.

In truth, I feel that I am a good sales person and along with that, I feel like you need to resonate in some aspects with being good at sales to be a leader in sales enablement. So, I took a step back to consider what I find appealing in sales and how I'm leveraging those elements to build awareness for Noetic and scale fractional sales enablement on a subscription-basis. 

Here are the key elements of a good sales rep that I personally identify with:

‍

Having a Strategy: To me, sales strategy is more of an art than a science. I've come to realize, after several months of raising awareness for Noetic, that I identify more with being a "sales farmer" than a "sales hunter." However, I acknowledge that to get the business to market and connect with people, I need to develop my hunting skills. This entails trying different approaches, discerning what works, and continuously refining my methods based on that knowledge. More than anything with the strategy, you have to be comfortable with making mistakes and being keen to what lessons lie within those mistakes so you can continuously improve.

Engaging in Meaningful Conversations: I vividly remember my first business class in college, where our professor emphasized the significance of Dale Carnegie's "How to Win Friends and Influence People," one of the most widely published books after the Bible. One aspect of the book that has always stuck with me is the importance of taking a genuine interest in people. All too often, we listen and hear people speak without truly attempting to     understand them and what they are saying. I firmly believe that if someone senses that you've taken the time to understand them and engage with them based off of that understanding, they will remember how you made them feel and that their words truly mattered to you.

Consistency: In today's sales landscape, consistency is paramount. It's no longer just about completing transactions; it's about providing an ongoing experience. Achieving this entails a laser focus on consistently delivering excellence in every interaction. This includes not only engaging with buyers but also collaborating effectively with internal stakeholders who support the sales cycle. Being prompt in responding to emails and messages, maintaining     transparency, and displaying honesty throughout the sales process contribute to creating an authentic, memorable experience that buyers will     appreciate and respond positively to. Ultimately, you want your buyers to be compensated and rewarded by their organization for choosing your     company as their solution provider.

‍

From my perspective, the most effective sales enablement professionals are those who have hands-on experience in sales. Understanding and appreciating the intricacies and emotions involved in the sales process is crucial. So, when considering investing in sales enablement, why not collaborate with someone deeply committed to the sales process and who can demonstrate tangible results based on personal experience?

Photo by Todd Trapani on Unsplash