Tuesday, 10 May 2011

Are all sales people dead or just the order taker reps?

There is great discussion going on around the globe about the death of the sales person.

As Obi Wan Kenobi once said "It is as if suddenly millions of people cried out in terror, before being silenced.”

Of course it is all nonsense. The lazy ‘order taker’ has never been in sales so they were always dead!

In my mind the role of great sales professionals, aka the Sales Cats, has never been so important or valuable. In this digital world, the ability to sell has never been so crucial. Strong face-to-face customer interactions are the key to long term selling relationships.In order to survive Sales Cats must sell, communicate and build value in everything they do.

If you are not doing this you most certainly will end up in the alley with all the other old cats (or order takers!).

Are you creating value for your customers? Go on, be honest and check?

Where have all the ideas gone?

I spent some time last week at the NSAA National Speakers Conference (doing my learning and development) and amongst the great speakers was the global CEO of Saatchi and Saatchi, Kevin Roberts. Amongst many professional accolades working within organizations such as Gillette, Procter & Gamble and Pepsi Cola, he is also an author, father, honorary professor and board member of trusts, public and sporting groups. An all round exemplary human being.

In his book, and during his wonderful speech, he made comment many times that we live in such unpredictable, volatile, complex and uncertain times. For that reason, being priceless to our customers is the key to success in the future.

The currency of the future will be the "unreasonable power of CREATIVITY."

A Tip. Start every meeting with an ideas session. Who knows? The next sticky note could be there waiting.

Stand in a Mac store and watch innovation, branding and experiential selling at its best. They have created an emotional connection – a thirst – for their amazing gear. How thirsty are customers for your goods?

We must create inspiration for our people through tenacious innovation, creative ideas and encouraging leadership.

Martin Luther King did not stand in Washington and say " I have a......mission statement". He said "I have a dream". Without Facebook or the internet, over 200,000 people heard him that day. And his voice still resonates throughout the world. Now that's inspiring!

How will you inspire your people, your customers and your kids?