Sales | by Tom Woodcock | 03/15/2011
As I continue to train sales reps and managers I am amazed by a trend I see developing.
It is becoming epidemic that people wait to be told what to do in relation to selling and then react to that information. Now I understand when people are brand spanking new to the sales dynamic this behavior occurs, though it should be a short lived excuse.
The more surprising issue is that seasoned sales veterans are also being more reactive than proactive. This is an economic climate that requires proactively seeking sales angles and methods. I'm at the point that I'm literally telling people how to communicate with other people. Establishing relationship is simply being approachable, communicative and listening. Not complicated!
Waiting to be told what to do puts all the growth and success of your sales territory in the hands of someone else. Whether that is a sales manager, general manager or owner. The problem is that all of these people have other responsibilities to attend to. Not that your sales effort isn't important but it's one of many cogs in a company's wheel house.
At some point you need to take the bull by the horns. Do the prospecting, research, learning and lead generation yourself. Once again get deeply involved in associations and develop your network. Seat of the pants selling is destine for failure in this day and age. Get to meetings that can help you and expose you to network or customer contacts.
Hoping your company drops great opportunities in your lap is a bit pie in the sky. If you have responsibility to sell and find business then do so. Sitting back and patiently awaiting on your manager will result in waiting in the unemployment line. Be proactive and go get the business or the help you need. Both are out there!