Why are you in Sales?

What made you get into sales? Was it a dream from the time you were a kid and first opened that lemonade stand in the front yard? Did it seem like it would be an easy job? Was it because one of your parents was in sales? Was there nowhere else to go…………….

What is it about Sales that attracted you?

Every sales rep will tell you a different story about why it is that they got into sales. More importantly, why are you still in sales? Are you still enjoying playing the game, or has the business become a grind. Remember why you got into sales. That drive and desire needs to still be with you. I always say: You need to do what you love and love what you do. If you don’t love selling you will not enjoy this business – regardless of how successful you are. That success will be short lived, as there are a lot of former sales people that are wreckage at the side of the road.

I recently heard a great definition for a rut – a rut is a grave with both ends knocked out. If you are in a rut with your sales, think back on why you got in the game and what you love about sales. Then figure out why you lost your way and see if you can get back on track. Maybe it is time for a territory change, a job change an industry change and maybe it is time to get out of sales and have a career change. Whatever it is, find the courage to make the change.

What do you like about the Sales game?

What is it you like about the Sales game? Is it the freedom of your time? Is it the financial rewards? The independence and teamwork all in one job? Is it the people side of sales? What is your strength as a sales person? It is important that you know what your strengths are and how to play to that strength. What value is that characteristic to you as a sales person? If you are a great organizer how do you use that to help your business and your customers?

What are the parts of your sales game that get you into trouble? If you don’t like conflict how do you manage difficult situations? Where can you get assistance and help in those difficult situations. In addition look at why you don’t like conflict and realize that it is part of the sales game and that it can be dealt with and managed.

In times of challenge, good people, good salespeople know how to be successful and know what they need to do. They change old habits, they find new ways of doing business, and they engage the help of others both in their company and from their customers and suppliers. The past year has proven challenging in business. Yet, the good reps have thrived and the poor performers have left the business or are looking for a new sales job and hoping that this one will work out.

Take out a piece of paper and write down all the reasons why you got into the sales game and what you love about the game. Have some fun with this and see what happens. Can you fill up the page and enjoy writing about your career – or do you stare at the page and have to think about what you want to write? If you have to think about it, you will want to look at why you are in the sales game.

The next year.

In my experience and in discussion with companies, my view is that if you are a successful sales rep and you have been getting ready for the turnaround in the economy that 2010 will be a very successful and lucrative year for many sales people. In the past 30 years I have witnessed economic downturns, changes in products, industry downturns and technology breakthroughs. In most cases when the economy, the industry or the company rebounded – the sales reps that were prepared and had changed their frame of reference enjoyed huge rewards.

Sayers Says………

What made you get into sales? Do you still love what you are doing? What is your strength as a rep? What did you write down on the piece of paper? Have you changed your frame of reference and are you ready for the change in the economy?

Why is it that you got into sales?