Maestro Quality Newsletter Issue 2 – March 2008
Maestro: Quality of Life Shifts for the Sales Professional
Patricia’s Notes
In this issue, I present specific information on shifts that can profoundly affect the quality of life in the workplace for the Sales Professional. The feature article begins a series explaining how the experience in the workplace can be profoundly enhanced to make the workplace a better place for everyone! The series will interest you if you want to experience a shift from “Having to Work” to “Wanting to Work”. If you are not a Sales Professional, stayed tuned, your turn will come soon in this series.
Meet Michael Hudson, CSP, President of Go2 Resources TM
Michael is a sales team consultant with over 20 years of automotive experience. His proprietary hiring model focuses on proven skills and de-emphasizes soft skills criteria. Application of his model leads both Sales Professionals and businesses to new levels of achievement. To complement the feature article, I am pleased to add Michael’s article Buggy Whips to Automobiles: Has Anything Changed? Michael can be contacted at mhudson@go2resources.net. Visit his website at www.go2resources.net.
Feature Article: Top 12 Shifts to Enhance the Sales Professionals’ Quality of Life (and Success)
The role of the Sales Professional is changing dramatically as customers become more knowledgeable. Most customers will no longer tolerate order-takers and high-pressure salespeople. These customers are seeking a relationship with a professional who will partner with them and guide them in making wise buying decisions. The traditional “push” sales model is losing its appeal with both customers and Sales Professionals.
Sales Professionals are accountable for quotas, margins, and customer satisfaction. The contradictions and conflicting priorities inherent in the traditional sales model cause insurmountable stress by making quality of life and sales success incompatible. This incompatibility wears away at the integrity of the Sales Professional leading to “burnout”, poor quality, and dissatisfaction in all areas of his/her life. The following shifts are keys to a model that focuses on “attracting” success for the Sales Professional in both his/her personal and professional life.
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From |
To |
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| 1. | Satisfaction comes from winning |
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| 2. | Externally prompted (managers, quotas, $$) |
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| 3. | Self-care when possible or time allows |
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| 4. | Vacations, family time “fit in” |
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| 5. | Works too many hours. Seeks elusive “balance” |
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| 6. | Works to increase his/her income |
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| 7. | “Pushing” a product or service. Making “sales” |
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| 8. | Little or no service after the sale; client repulsion |
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| 9. | Peaks and valleys in sales activity |
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| 10. | Reacts to consequences or crisis of sale |
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| 11. | Consumed by problems & low client satisfaction |
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| 12. | Focus on scarcity – too much competition |
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The “shifts” are adapted from CoachU training material. For more information on how this material can be used to support the coaching process with Sales Professionals, contact patricia@maestroquality.com
Buggy Whips to Automobiles: Has Anything Changed?
By © 2008 Michael Hudson, CSP Go2 Resources.
Congratulations to Harry Spinkerbaum on the anniversary of his sales achievement. The last buggy whip sales representative to achieve quota.
“Customers just don’t have as much time these days. Next year is going to be a bit harder.” Harry Spinkerbaum – award ceremony 100 years ago
If we could travel back in time, how would we advise or coach Harry? Would we encourage Harry to consider a new business model for selling buggy whips?
Today, you can still buy a buggy whip. Albeit, at a premium and without a salesperson proactively trying to “up sell”. What changed and what does it have to do with sales today?
Over the past 100 years, we have moved through the Industrial Revolution based on mass production economy to the Information Age based on knowledge economy. We are witnessing significant change in the way we conduct business.
Selling styles, sales roles, and almost everything we take for granted about sales are changing. The “push” sales model is inefficient. Even more alarmingly, this model upsets customers.
Driving Change
Automotive retail is an example of how the Information Age is “driving” change. Armed with Internet-gathered information, customers are better informed and purchase based on their research. The days of a customer wandering into the dealership to see what’s available and then being “sold” are long gone.
Successful automotive retailers and other professional sales teams are moving ahead of the curve by changing (enhancing) the experience for both the customer and the Sales Professional. Informed sales teams are empowering their customers to make a wise purchase. Sales Professional’s are empowered to create and maintain dynamic relationships with customers by adding value throughout the process including after-sales follow-up.
In a recent conversation with Jeffery Gitomer, (U.S. based, self-described sales guru) Jeffery stated, “Customers love to buy, but they hate being sold.” I agree. The days of high pressured negotiation games are coming to an end. Customers couldn’t be more delighted and are choosing to “buy” from organizations that recognize this shift in the customers’ buying experience.
The Mismatch
Ironically, hiring criteria and training for the Sales Professional has changed very little since the introduction of the automobile. Sales Professionals are still being hired and trained to “sell” when customers want to “buy” – it’s called mismatch.
The Shift
What shifts are required in hiring, training, and coaching Sales Professionals to take advantage of this development in customer’s buying experience?
Small changes in hiring criteria and training programs supported by team and individual coaching are the keys to customer satisfaction, employee satisfaction, and future success for the business.
Review your hiring criteria and training programs. What changes are needed to support the shifts for the Sales Professional? Refer to 12 Top Shifts that Enhance the Sales Professionals’ Quality of Life (and Success). How would coaching underpin the changes?
Move your Sales Professionals forward to personal and professional satisfaction and success. Say good-bye to Harry Spinkerbaum and the days of “personal selling.”
Resources
What I am currently reading:
“The Secret of “The Secret”, Unlocking the Mysteries of the Runaway Bestseller” by Karen Kelly.
Karen Kelly explores the explosive success of The Secret as well as the intriguing people and ideas behind it. Several participants from The Secret share their behind-the-scenes stories and insights on the power and limits of positive thinking and the law of attraction (the basic idea behind The Secret). A “must read” if you want to go deeper than the superficial level of The Secret to answer the burning questions.
Want to use the feature article on your website or your own e-newsletter? You’re welcome. However, we do require that you distribute in its entirety without alteration and include the appropriate copyright and following bios with live web site links. Please notify us where the material will appear.
© 2008 Patricia A. Muir of Maestro Quality Inc. www.maestroquality.com
Patricia A. Muir works with service sector organizations that aspire to be recognized for best practices in leadership and quality of life in the workplace. Her company, Maestro Quality Inc., consults and coaches service sector companies in implementing programs that achieve recognition and awards for being the best employers in their industry and community.
© 2008 Michael Hudson of CSP Go2 Resources. www.go2resources.net
Michael Hudson is a sales team consultant with over 20 years of automotive experience. His proprietary hiring model focuses on proven skills and de-emphasizes soft skills criteria. Application of his model leads both Sales Professionals and businesses to new levels of achievement.
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