CHANGE - Necessity Is Often the Mother Thereof !

OK, so I've altered the old cliche - you know - "necessity is the mother of invention" a little bit.

I'm going to talk about salespeople ( you are probably the exception ) in general. They don't like change and most especially when they are not driving the changes. Anyone who has been doing sales for a period of time, has their own style, their assertiveness comfort zone, their perception of what works and with whom it works, etc. Frankly stated, they see no reason to change what they have always done nor increase their awareness of what they might do differently.

I know, been there, done that ! I can remember how distinctly uncomfortable I became when I was exposed to Zig Ziglar and his instructions to what I needed to do to increase my sales success. I still don't agree with him about certain aspects but have lot more respect for him today than ever before and have probably learned more than I realize from him and many, many others ( for sure ).
As a sales coach today, I encounter mental and physical blocks to change all the time from my clients and attendees at sessions or on calls. And to be honest with you I support individual style and recognize that we are all different. BUT, if you were ever going to evaluate what you might do differently and actually make changes, you know try something different, learn more about all aspects of professional sales - NOW IS THE TIME.

This is the umpteenth time I have said this and it's not original with me but our only way out of this economic disaster has to be on the back of SALES and SALES PROFESSIONALS. And given the situation - a crappy marketplace for almost every product or service - only the best, hardest working, most innovative, and most inspired salespeople are going to be here making it happen.

You need to look at every aspect of what you are expected to do every day from prospecting and lead development to customer retention. Start reading and listening to anybody who might know or understand something you don't about how to get more sales. Resource yourself - accept responsibility for your professional development. There are millions of good books, CD's, DVD's, and gurus / coaches who may be able to help you - if you let them - and you are willing to CHANGE !

Please keep in mind the cold, hard fact about professional sales knowledge and insights - NO ONE KNOWS IT ALL. Not you and not me. Most especially in our current marketplace with all the innovations from a technological aspect. How we do what we should do is changing rapidly. GET WITH IT and the BEST TO YOU !

Feel free to share any comments, feedback, or insights about this direction.