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Issue #27 ~ October 13, 2009 Printer friendly PDF file
Your Sales Village
Everyone Needs a Sales Mindset
They say it takes a village to raise a child. Well, in business, your village is everyone in your organization, and your child is each and every sale, customer or prospect that you serve.
Consider how companies are downsizing, either by lay-offs or attrition, and it is becoming more and more crucial that everyone in the company has at least a basic level of sales mindset. This includes everyone in every department. Everyone from the office assistant to the folks in production and service need to have a sales mindset.
What about the accounting department? Yep. The maintenance department? Yep. Ok, but what about the nurses in an urgent care facility!? Absolutely! Every single person in every single business or organization needs to wear a sales hat to some degree. Why? Simple. Competition.
Consumers and businesses are holding their dollars tighter and they have exponentially more options of businesses to spend it with. Factor in your on-line competition and the arena you’re playing in makes the Coliseum look like your backyard kickball field.
So with all of this competition what are you supposed to do? Take your ball and go home!? Heck no! Far from it. You get creative and use all of the resources you have available to you. As a result, more and more businesses are ensuring that everyone in their company from top to bottom have the sales mentality needed to wow their customers regardless the department they work in.
Typically, the only people in an organization that receive any kind of sales training whatsoever is the sales department. They are the frontline out in the sales battlefield fighting for every lead, every prospect, and every sale. Let’s take a look at two perspectives on why similar sales training should be expanded throughout the company at all levels.
The first perspective is that from the prospect when dealing with any department they may come in contact with. Some may view this as “customer service” which does have its place. However, it is the mindset of the person delivering the service that makes or breaks their efforts. Without the correct mindset, customer service can become very methodical and cliché.
When people have a sales mindset, delivering customer service has reason, passion and a sense of commitment and urgency. I believe we’ve all experienced it before when the person on the other end of the line or other side of the desk is telling us what we want to hear, but do we really believe there is conviction behind the words, or merely a training manual with a script. Conversely, how do you feel when you deal with someone that walks the talk!? They deliver above and beyond what you not only expected, but would even dream of.
The second perspective on the need of everyone having a sales mindset is the power in numbers. If all you’re relying on is your sales staff to generate leads, provide the value, serve the prospect and close the sale, you are missing out on all kinds of potential activity.
In a previous article, we looked at the power of tapping into other’s personal networks where we each know on average 250 people. If you have 20 people in your company in addition to your sales staff, that is 5,000 potential prospects that are not even being tapped into. Heck, if you only have six people, that’s an additional 1,500 people that could be introduced to your business, product or service.
You may not be able, nor want, to put everyone into a commissionable position, but having a referral reward system in place to thank your “non-sales” staff further cements the sales mindset throughout the organization. Make it worthwhile for everyone to actively “sell” for you and bring you back good, quality referrals. Maybe it’s an individual incentive, or it could be a company-wide incentive with non-sales staff goals in place to works towards.
(Here’s an idea…if “X” number of referrals are generated by your non-sales staff over a four week period, the sales staff holds a pot-luck luncheon and serves everyone else. They will gladly serve everyone for the hot referrals they get to work!)
Finally, by providing Sales Mindset training to your entire organization, it proactively puts everyone in a position to drive more and more people through your door. It gives everyone a sense of ownership in the success of the company. It gives people a greater sense of value and a better appreciation of everyone they work with.
Now, Go Get ‘Em!
Everyone Needs a Sales Mindset
They say it takes a village to raise a child. Well, in business, your village is everyone in your organization, and your child is each and every sale, customer or prospect that you serve.
Consider how companies are downsizing, either by lay-offs or attrition, and it is becoming more and more crucial that everyone in the company has at least a basic level of sales mindset. This includes everyone in every department. Everyone from the office assistant to the folks in production and service need to have a sales mindset.
What about the accounting department? Yep. The maintenance department? Yep. Ok, but what about the nurses in an urgent care facility!? Absolutely! Every single person in every single business or organization needs to wear a sales hat to some degree. Why? Simple. Competition.
Consumers and businesses are holding their dollars tighter and they have exponentially more options of businesses to spend it with. Factor in your on-line competition and the arena you’re playing in makes the Coliseum look like your backyard kickball field.
So with all of this competition what are you supposed to do? Take your ball and go home!? Heck no! Far from it. You get creative and use all of the resources you have available to you. As a result, more and more businesses are ensuring that everyone in their company from top to bottom have the sales mentality needed to wow their customers regardless the department they work in.
Typically, the only people in an organization that receive any kind of sales training whatsoever is the sales department. They are the frontline out in the sales battlefield fighting for every lead, every prospect, and every sale. Let’s take a look at two perspectives on why similar sales training should be expanded throughout the company at all levels.
The first perspective is that from the prospect when dealing with any department they may come in contact with. Some may view this as “customer service” which does have its place. However, it is the mindset of the person delivering the service that makes or breaks their efforts. Without the correct mindset, customer service can become very methodical and cliché.
When people have a sales mindset, delivering customer service has reason, passion and a sense of commitment and urgency. I believe we’ve all experienced it before when the person on the other end of the line or other side of the desk is telling us what we want to hear, but do we really believe there is conviction behind the words, or merely a training manual with a script. Conversely, how do you feel when you deal with someone that walks the talk!? They deliver above and beyond what you not only expected, but would even dream of.
The second perspective on the need of everyone having a sales mindset is the power in numbers. If all you’re relying on is your sales staff to generate leads, provide the value, serve the prospect and close the sale, you are missing out on all kinds of potential activity.
In a previous article, we looked at the power of tapping into other’s personal networks where we each know on average 250 people. If you have 20 people in your company in addition to your sales staff, that is 5,000 potential prospects that are not even being tapped into. Heck, if you only have six people, that’s an additional 1,500 people that could be introduced to your business, product or service.
You may not be able, nor want, to put everyone into a commissionable position, but having a referral reward system in place to thank your “non-sales” staff further cements the sales mindset throughout the organization. Make it worthwhile for everyone to actively “sell” for you and bring you back good, quality referrals. Maybe it’s an individual incentive, or it could be a company-wide incentive with non-sales staff goals in place to works towards.
(Here’s an idea…if “X” number of referrals are generated by your non-sales staff over a four week period, the sales staff holds a pot-luck luncheon and serves everyone else. They will gladly serve everyone for the hot referrals they get to work!)
Finally, by providing Sales Mindset training to your entire organization, it proactively puts everyone in a position to drive more and more people through your door. It gives everyone a sense of ownership in the success of the company. It gives people a greater sense of value and a better appreciation of everyone they work with.
Now, Go Get ‘Em!