Archive for July, 2010

Are You in the Right Business?

July 7, 2010

I read a fair amount of sales training marketing material from a host of purported sales gurus offering their advice to anyone that will listen. Each day my inbox is filled with messages from sales experts making claims of increased sales, shortened sales cycles, higher profit margins, and the like. If it were so easy, then why aren’t these so-called ‘sales gurus’ still pursuing selling as a career. Why the change?
There is an old adage that goes like this, “those that can’t do themselves, teach”. That got me thinking. Now, to be fair, there are a handful of sales trainers that were very successful in their previous businesses, but decided at some point that they’d like to teach, train, and coach others in their business to succeed like they did. On the other hand, there are millions of ‘flunkies’ that washed out of their sales careers, and decided to throw in the towel and become sales trainers. Perhaps you’ve endured some of their seminars, or boot camps.
The issue I have with ‘flunkie’ sales trainers is that they assume that everything about success in business is about mastering their particular technique, or tactic. This is complete nonsense. In reality, good tactics don’t sell a bad product that no one wants to buy. The real key to success in business is to sell a quality product that people want to buy, and have the money to pay for – period.
If you are in a business that sells a product that is not very much in demand, you’ve got your work cut out for you. No measure of persistence, or positive thinking will prop up a product that no one wants to buy.
Stop beating yourself up over poor earnings, and trying to fix what is broken with your selling skills. Take a close hard look at the business your are in. Are you in the right business, or are you a sales job just for the base salary, draw, and health insurance benefits? Would you stay in your current position if it were a ‘commission only’ compensation plan?
If things aren’t going so well for you then maybe it’s time to find another business that you are passionate about, and one that offers a product that people are interested in buying.
Focus on getting into the right business first and the sales tactics needed to succeed will fall into place. It’s hot enough this summer without having to ‘sweat out’ the pain of being in a lousy business, and trying to overcome circumstances that you have absolutely no control over.