3 Areas Of Self Management

Sales professionals today are required to perform at levels that have not been defined in previous decades. Technology and fierce competition are driving our sales teams to rely more on their own strengths and resources. To that extent, they need to manage "self" with more efficiency. Described below are three areas where self-management can be seen as a standard that sets the professional apart from the pack.

1. Self-Managed Skills - The difference between selling a product and selling a process can make or break a sales person. The sales professional understands selling is a process where need are discovered, problems are defined, and solutions are offered that meet or exceed these discovered needs and problems. The trouble is we are taught to sell the product and not the process, leaving the customer with a feeling that we really know our product, yet we do not know our prospect/client/customer. Self-managed skills means that sales professionals need to improve our game, need to enhance our skills, need to work hard on understanding and practicing the selling process. We cannot expect the company to do this for us. We cannot expect to strive for excellence without the need of self-discipline and study, to become a master of our craft.

2. Self-Managed Accounts - As sales professionals, we are the front lines to our accounts. Resources needed to close the deal are coordinated through us when the time is right. Our accounts want to be cared for, respected, and made to feel important. That is our responsibility as a professional. To improve on this, we need to understand the makeup and complexity of our accounts. Is this a complex sale with many decision makers? Are we required to interact with the technical buyers, the economic buyers, and the users? Do we have a coach inside this account able to assist us in winning? We self-manage by inserting ourselves and insuring a tighter relationship with our accounts based on our desire to manage them with care and satisfaction.

3. Self-Managed Time - Technology is available today in the form of Contact Management software, PDA devices, wireless communication, and Internet access to assist the self-managed time professional to be efficient in their time allocation. Stephen Covey covered most of this in his four-quadrant illustration of time management, from Urgent Important to Non-urgent Unimportant.

As we move toward selling teams, and blending sales personalities together, the three areas above can become exponentially more complex. To reduce this, each person on the sales team should know their strengths and challenges contained in these three areas, and know the other individual's strengths and challenges on the team. Full disclosure will assist in interacting and managing the sales team. Understanding and coaching will give the sales team more self-managed wins and less time doing unproductive tasks.

The moment to start is now. Begin by assessing yourself against the measures above. Are there areas where you can improve?

You've Been Cleared To 35,000 Feet

A few weeks ago, I had the chance to fly from Sugar Land, Texas to Charlotte, North Carolina in a private Citation V jet. The best part was that I sat in the Co-Pilot's seat both ways. the Citation V is owned by David Little, the president of DXP Enterprises, here in Houston. We were flying to Charlotte for a sales meeting.  Mr. Little saw the excitement in my eyes to fly on the private jet and saw me staring at all the instruments.  "Hey Curt, why don't you sit in the co-pilot's seat?"  What an invitation

James, our pilot was great.   He explained most of the instruments, answered my questions, filled in the blanks where I wanted to ask a question; yet hesitated.  James is a 20+ year professional pilot who still has the thrill of flying.

Somewhere, between takeoff and landing on our trip from Charlotte to Sugar Land, I took the chance to reflect on my career. James, our pilot has over 20 years of flight time, he knows his airplanes.  I have about 25 years in the selling field; while I think I know, I am open to new ideas, new ways of selling, of understanding buyer behavior, of just about everything. Here are a few nuggets I would like to pass along for those in sales who follow my blog.

• People like to buy, they get annoyed when being sold - DUH! I have been so annoying in my sales career!  There are times when you build trust, understand their needs and wants, identify the challenges, and then present the facts (the solution).  If they get it, they will buy on their time line, not yours.  How many times have I tried to force the issue with cheesy lines, offers, and infomercial techniques "buy wait..there's more!"
• Buyers will be liars.  Yep, they will listen to your presentation, they will show interest, and then, they will not buy.  Sometimes they are just trying to be nice and get you out of their office, sometimes they just do not have the authority to buy, sometimes they are just cruel. They'll lie just to do it.
• There is joy in the selling career - I love it.  I truly love it. Yes, there is a high level of rejection.  Yes, there is a high level of frustration.  Yes, there is a high level of turnover in the sales career.  So what!  We who are in the sales profession know the feeling when you match a challenge with a solution. The excitement of great customer service. The satisfaction when you have earned a reward for a job well done.  If you know what I mean, you might be smiling at this point.
• Continuous Education - In sales, you should always be learning.  I said "should" because not everyone hungers for more education.  I love to read sales books, attend seminars, listen to conference calls, and participate in blogs, interviews, and other venues. Why, because I want to grow, I want to expand my experiences so I can contribute to the next sales call, the next customer question, or the next challenge faced by someone on my team.

"You are cleared for landing..."  Now that is one experience that is different when you are sitting in the very front of the plane!  Lots of work to prepare the plane for landing.  When you hit the runway at 110 knots, and have to stop inside a fixed length, experise is what is required. 

Thank you to David Little for allowing me to travel on his plane.  Thank you to James, our awesome pilot who listened and answered my questions.  Thank you, readers, for allowing me to share my thoughts at 35,000 feet.

Bring The Solution...Be The Solution

Every now and then, a simple phrase becomes the rally point for people. "Bring The Solution...Be the Solution" is not mine, I am borrowing it from a friend of mine, Rick Veillon. At a recent meeting of Sales Managers, this phrase really caught fire. I am here to further develop this idea into a few target areas


BTS...BTS In Sales: If you are in sales and are looking for a powerful approach to your career, thing about these (6) simple words; BRING The Solution...BE The Solution. In sales, you have to know your product or service inside and out. You have to commit to become an expert at your product and service so you can BRING that solution to prospects, customers, and clients. Stop bringing the same boring stuff all the other sales people bring... their empty selves, cliches, clever Marketing slogans... start bringing the SOLUTION. How? You have to know what your prospects, customers, and clients need, want, and desire. How? ASK! Ask questions. Build enought trust and rapport that they would want to listen to you. Then....BE the solution. You have to beleive enough in your talent, your skills, and your craft. If not, go out and get the skills. Learn the art of having a good conversation. Develop stronger people skills. Get organized... BECOME THE SOLUTION.


BTS...BTS In Management: If you manage people, your job is to BRING solutions to your team and to bring solutions to your upper management. If you are managing people, you need to BE the solution, the best manager you can be so you can assist your team in developing their potential, unlocking their skills to complete the tasks they are assigned. Remember, the opposite can also be true - Bring the PROBLEM...Be the PROBLEM. No need to further develop the difference between a problem and a solution. If you have read this far, you should have figured that out.


BTS...BTS In Relationships: My caveat there is that I am no expert in the art of relationship building. I am a student, I am open to learning more, and I have a lot further to go. To BRING the Solution in a relationship is to offer yourself, 100%, fully engaged. When you are responsible for yourself and your development, then you win others by attraction and not promotion. People want to be with you because your bring something...a gentle word, a kind spirit, encouragement, accountability, etc. BE the Solution is to further develop yourself to become bigger than you are in a good sense. Not egotistical or self centered, the more you concentrate on BE-ing...the more humble you become. Remember, we are Human BEINGS...not Human DOINGS....


In conclusion: 6 simple words, strung together in a series (BRING the Solution...BE the Solution) can be a start of a brand new day, philosophy, management style, selling style, or relationship. Start today and let me know how it goes. Curt - tueffert@aol.com

I Did It Again

"I did it again." While this is a simple phrase, a sentence that rolls off the tongue, it is also a great motivator, a philosophy for sales and for life. Let me break it down a bit.

Marathon and Triathlon training can be broken down into small training steps which, applied over time, become routines that draw you closer to your goal; getting in shape for the event. I have completed (2) marathons and (2) Triathlons (swim relay portion). I started with small running and swimming goals and applied consistence to it. "I did it again!" was my motto. I ran...again. I swam...again, I ate healthy...again. I had the choice to stop, to make an excuse, or to just give up, yet I did not.

To you the sales professional: Sales is the art and science of applying small principles over and over again to solve the need, wants, desires, and challenges of your prospect, customer, or client. "I did it again" is the pure motivation which successful professionals use.

• I did it again...I prospected a new account, new lead, new location
• I did it again...I asked the hard open-ended question which my competitor did not ask
• I did it again...I provided value by researching my product, the market, the competition, my customer/client
• I did it again...I read another sales or business book, I listened to a tape, I attended a webinar, I read a sales newsletter
• I did it again...I worked harder on myself than on my job. When I work hard on my job, I make a living, when work hard on myself, I make a fortune.
• I did it again...I took the time to thank people along the way who helped me get where I am and where I want to be

In your personal/professional life: the success or failure(s) in your life can be tied to your thoughts, actions, habits, and character which is being built.

• I did it again...I drank too much at the party
• I did it again...I ate too much junk food
• I did it again...I blamed all the people around me for all my failures
• I did it again...I was selfish and greedy
• I did it again...I did not take responsibility for my actions

Sure those are negative, yet there is always a choice

• I did it again...I stopped drinking at my limit and enjoyed myself without the need
• I did it again...I ate 1/2 the portion and focused on the healthy alternatives
• I did it again...I owned my part in the success and/or failure of my actions or inaction's
• I did it again...I was selfless and giving of my time, treasure, and talents
• I did it again...I developed my self improvement plan for my health, finances, friendships, and career

"I did it again!" is more than 4 words strung together, more than a simple phrase. For me, it is a way of life where I can apply small corrective steps to move toward my success goals and away from my failures. I learn, I grow, I risk, and I apply what I gather to make the next move the right move.

YOU DID IT AGAIN!

Now, if you have read this far, you know that I am on your side, I am in your corner, I want you to succeed.

Selling Like Jean Luc Picard

"Tea, Earl Grey, HOT!" These are the famous works from Captain Picard of the Enterprise (Star Trek Next Generation)

I've enjoyed watching the show, simply for the leadership aspects of Captain Picard. Now, how does that apply to your selling career and/or sales management career?

Here are three simple truths, Picard and others know...

1. Picard knows what he wants.
2. He articulates it clearly.
3. He has a system for producing his desired outcome every time.

He Knows What He Wants - Pre-call planning. Knowing the outcome of the sales call before you show up. What are you trying to get from this call, what are your trying to give in this call? Where are you taking the sales call, where is the customer taking you?

He Articulates It Clearly - Using open ended questions, providing samples, taking a tour of your operations, are all ways to clearly articulate what you are trying to pass along when you are selling.

He Has A System - a systematic approach to selling. Using a process, understanding the customer, walking through a checklist, it is all the same, a systematic approach to moving a customer from "here" to "there" without forcing the issue.

Granted, not every call will have a "Captain Jean-Luc Picard" appeal. The point is to strive for more calls with this approach and appeal. What would that look like? What would that sound like? What would the outcomes and results do for you and your family? For your customer?