Sales Methodologies Don't Work without these Two Factors
Updated: Nov 15, 2018
I have read many sales books that promise to make your sales increase if you just instill their methodology. I have adopted many of these methodologies in my daily routine and they do in fact work, but what I found in all of them is a common thread; passion and persistence. Now, don’t get me wrong, I believe in sales methodologies, however I don’t believe one size fits all. You need to understand who you’re selling to, what are their value drivers and where have you had client success previously and the biggest factor of all; “Do I have a passion for what I am selling and do I believe in it?”
I have worked with and hired many bright and successful people in the past, however the ones that succeed don’t have the perfect methodology figured out, they have passion and persistence. As I write this, it’s a constant reminder for myself as I venture out on my own that it’s a marathon and not a sprint. Success is a lot of hard work and you have to be passionate about what you are doing, yes you do need both passion and persistence in order to be successful.
As I reflect on my career and am asked the question, “what job did you enjoy most?”, my answer isn’t really about the position or the company, it relates more to how I was feeling during that time. I felt great because I was seeing success, but what was behind that success? Passion and persistence; I was willing to put in the long hours, hard work and time away from my family because I was passionate about what I was doing! It didn’t’ feel like work.
I came across a Ted Talk by Angela Lee Duckworth and as I was watching her presentation, I was glued because she was talking in my language. She had conducted a study which showed that at a young age we don’t succeed solely because we have a high IQ, but because we have “Grit” and “Perseverance”. Now call it what you may, “grit”, “persistence” or “perseverance”, they all have a similar definition: “continued effort to do or achieve something despite difficulties, failure, or opposition”.
So, if you’re a sales person looking for a new career opportunity, make sure you reflect on what you’re passionate about and conduct your due diligence in researching new companies to ensure their values align with yours. If you’re passionate about what you’re selling, you’ll be confident and be willing to persevere to succeed.
Lastly, if you’re an organization looking for a new sales methodology or looking to hire your next great sales person, you may need to conduct an organizational “health check”. Do your values and mission statement truly align with the products and/or services you deliver to customers? Be open to feedback from your customers and be ready to adjust if your customer feedback is out of whack with your mission statement. Invest in your company and your people, remember it’s a marathon, not a sprint!