September 26, 2017

Surviving in The New Normal Sales World Be a Proactive Sales Success (6 of 6)

danita4web Surviving in The New Normal Sales World Be a Proactive Sales Success (6 of 6)

In the previous five posts in this series we’ve taken a look at some of the challenges sales people are facing in the New Normal business environment of today.  We’ve established that proactive sales people, who are committed to winning more new accounts and keeping their companies on a sustainable, positive growth track, need to do things differently.

 

I think it might be helpful to summarize the key points of this series to assist you in staying focused, motivated, and clear in your vision.

 

 

Four Rules for New Normal Sales People

# 1

Do deliver candor

Don’t make empty promises

KEY POINT: Don’t demoralize your colleagues, but instil hopeful realism: a levelheaded response to adversity which acknowledges all the facts, negative and positive, but at the same time stimulates positive energy in times of turmoil.

#2

Do use the skills and talents of the entire team

Don’t try to do it all on your own

KEY POINT: Successful sales people rally the talents and skills of their sales colleagues to develop new solutions for overwhelming challenges.  Proactive Salesmanship is not about the charisma or competence of one – it’s about the collaborative effort of many.

#3

Do interpret events

Don’t try to control the uncontrollable

KEY POINT: Sometimes even the most courageous sales people face events they are unable to control.  It is important to recognize and admit our inability to control the uncontrollable. Don’t panic.

#4

Do commit yourself to being a learner

Don’t wait to be taught

KEY POINT: Developing the ability to absorb and use the skills, knowledge and technological advances of the modern era will give you a distinct advantage in coping with extra-ordinary challenges.  Book-knowledge, that limits our ability to think out-of-the-box, is fast becoming an obstacle rather than an advantage.

 

SALES GROWTH QUESTION: What can you change to continue growing sales in the New Normal world?

SALES GROWTH LESSON: Sales people, start tapping into the opportunities of today and help the sales teams to achieve even greater heights.

 

Danita Bye is Founder and CEO of Sales Growth Specialists.  Danita was a President’s Club performer for a Fortune 100 company at age 22, her first year out of college.  For almost a decade, she earned recognition as a top sales performer in all the positions she held.  This experience offered Danita a foundation of skills from one of the most respected and intensive corporate training programs available.  In 1997, Danita started Sales Growth Specialists, one of the Twin Cities’ most respected sales management consulting firms.  Danita’s company has carved a track record in building and inspiring high-performance sales teams that achieve bottom-line results.  For more information, visit Danita at her website www.salesgrowthspecialists.com

 

 

Surviving in The New Normal Sales World Be a Continuous Learner (5 of 6)

Danita Bye Founder of Sales Growth Specialists Surviving in The New Normal Sales World Be a Continuous Learner (5 of 6)Selling in today’s fast-paced, hyper-competitive, obstacle-ridden world can be daunting. I notice that high performance sales people that win, even against the most overwhelming odds, have sisu. Sisu is the Finnish word for unbending will, unwavering and unapologetic perseverance. Sales people today know it takes extraordinary insight to stay on track.

My next tip is rooted in my firm belief that fresh insights are born when we’re open to new ideas.

The Do’s: Be a learner

The Don’ts: Don’t wait to be taught

Our bookshelves are filled with multiple formulas for success.  Yet, is there something more foundational than the recent fad that provides insight into balancing the demands of daily decision-making?

I think successful selling is less about being taught – it’s more about being a learner. “Book-knowledge” limits our ability to think out-of-the-box and that kind of knowledge is fast becoming an obstacle rather than an advantage.

NEW NORMAL SALES TIP #5

Developing the ability to absorb and use the skills, knowledge and technological advances of the modern era will give you a distinct advantage in coping with extra-ordinary challenges.

 

SALES GROWTH QUESTION: What are the most valuable contributions you have recently received?  What have you given?

SALES GROWTH LESSON: Be a learner. Use all your resources to get better at your selling game.

 

Danita Bye is Founder and CEO of Sales Growth Specialists.  Danita was a President’s Club performer for a Fortune 100 company at age 22, her first year out of college.  For almost a decade, she earned recognition as a top sales performer in all the positions she held.  This experience offered Danita a foundation of skills from one of the most respected and intensive corporate training programs available.  In 1997, Danita started Sales Growth Specialists, one of the Twin Cities’ most respected sales management consulting firms.  Danita’s company has carved a track record in building and inspiring high-performance sales teams that achieve bottom-line results.  For more information, visit Danita at her website www.salesgrowthspecialists.com

 

Surviving in The New Normal Sales World Interpretation vs. Control (4 of 6)

Danita Bye Founder of Sales Growth Specialists 21 Surviving in The New Normal Sales World Interpretation vs. Control (4 of 6)

What is your first reaction when disaster strikes?  I don’t know about you, but I often panic. My heart races, my focus narrows and sometimes I think everyone around me can hear me breathe.  Being a self-confessed Maximizer, I quickly had to learn that very often, it’s not about controlling events – it’s more about interpreting them.

 

Even the most courageous sales person faces events they are unable to control.  Global financial collapses, wars and natural disasters may be extreme examples of these situations, but that’s exactly what we’ve had to deal with over the last few years.  And that’s why I believe it’s critical for us to recognize and admit our inability to control the uncontrollable.

 

In his book, Great by Choice, Jim Collins examines the reasons why some companies thrive in uncertainty and others do not.  One of the important lessons I have learned in working with sales people in growth companies:  It is more important to focus on finding and developing new solutions than it is to dwell on failures of the past.

 

Try to make this sales strategy part of your daily inspiration, no matter what challenges you are facing.

 

Do interpret events

Don’t try to control the uncontrollable


In our business situations we encounter our own earthquakes: out of the blue, your biggest client announces that he is leaving or you wake up one morning to realize a new venture that you have invested a substantial amount of time in is just not delivering the ROI you expected. Don’t panic.

 

NEW NORMAL SALES TIP #4

“Stop, drop and roll” is a safety technique that is taught to children as part of health and safety training. The main aim of this technique is to extinguish a fire on a person’s body, but it is also a powerful psychological tool: focusing on the job of putting out the fire, you are less likely to panic.

 

SALES GROWTH QUESTION: What can you do to stay calm during times of chaos and uncertainty?

SALES GROWTH LESSON: When we receive bad news, our actions are often propelled by one overriding emotion: fear.  Learn to stay calm and focused in times of turmoil.

© Copyright 2012, Danita Bye, Sales Growth Specialists, All Rights Reserved.

 

Danita Bye is Founder and CEO of Sales Growth Specialists.  Danita was a President’s Club performer for a Fortune 100 company at age 22, her first year out of college.  For almost a decade, she earned recognition as a top sales performer in all the positions she held.  This experience offered Danita a foundation of skills from one of the most respected and intensive corporate training programs available.  In 1997, Danita started Sales Growth Specialists, one of the Twin Cities’ most respected sales management consulting firms.  Danita’s company has carved a track record in building and inspiring high-performance sales teams that achieve bottom-line results.  For more information, visit Danita at her website www.salesgrowthspecialists.com

 

 

 

 

Surviving in The New Normal Sales World Interdependence vs. Independence (3 of 6)

Danita Bye Founder of Sales Growth Specialists 21 Surviving in The New Normal Sales World Interdependence vs. Independence (3 of 6)Success is about the collaborative effort of many. The old saying “two heads are better than one” is still true – and many heads are even better! Today, most sales people working for growth companies realize they are much more effective when they work as a team.  (Especially when it comes to critical issues such as: team turnover, morale, and profitability.)

My next tip on developing a dynamic sales strategy revolves around the concepts of teamwork and collaboration.

The Do’s:  Use the skills and talents of the entire team

The Don’ts:  Don’t try to do it all on your own

Forget about solving problems – today it’s more about framing the problem to help your entire team, even when it’s an informal team, own the problem. Today’s sales people know it is a fatal strategy to try and do it all on their own.  Instead, they depend on the wisdom, insight and inspiration of their colleagues. They share their own resources with those they work with so everyone becomes stronger.  One example that delivers excellent results is to use team sessions as a sounding board to streamline and perfect solutions.

 

NEW NORMAL SALES TIP #3

Successful sales people rally the talents and skills of their colleagues to develop new solutions for overwhelming challenges.

SALES GROWTH QUESTION:  What can you do to ensure you harness the energy and skills of all the resources at your disposal?

 

SALES GROWTH LESSON:  Use your informal team as a sounding board to streamline and perfect solutions.

 

Danita Bye is Founder and CEO of Sales Growth Specialists.  Danita was a President’s Club performer for a Fortune 100 company at age 22, her first year out of college.  For almost a decade, she earned recognition as a top sales performer in all the positions she held.  This experience offered Danita a foundation of skills from one of the most respected and intensive corporate training programs available.  In 1997, Danita started Sales Growth Specialists, one of the Twin Cities’ most respected sales management consulting firms.  Danita’s company has carved a track record in building and inspiring high-performance sales teams that achieve bottom-line results.  For more information, visit Danita at her website www.salesgrowthspecialists.com

 

 

Candor vs. Empty Promises (2 of 6)

Danita Bye Founder of Sales Growth Specialists 2 Candor vs. Empty Promises (2 of 6)Three words that are used to describe the opposite of candor are: deception, fraud and lie. So how do you deliver the reality about the current conditions to your clients in a truthful manner without sending them into a state of panic and depression?  I believe the key is the cultivation of an open, honest relationship with all your prospects and clients.

I recently talked to a group of young sales entrepreneurs about how to counteract the escalation of desocialization in the sales process. Yes, we can connect with each other via e-mail, LinkedIn, Facebook, texting, etc. However, these “faceless” mediums of the New Normal Business World often leave us feeling isolated and lonely.

To lead the pack and take market share in this high-speed race, business leaders must be open to develop client centric selling protocols.

Here are a few disciplines you can develop to improve your capacity to show your respect and care towards your clients.

• Step into your client’s boots and look at a situation from their perspective.

• Cultivate personal relationships before you start doing business.

• Take time to understand your client’s dreams, challenges and pain.

• Take the bull by the horns – be brave and shift your thinking to turn negative thoughts into positive sales results.

• Take small steps everyday to change old myths into new powerful sales strategies.

Remember these “do’s” and “don’ts” to help you develop dynamic sales strategies for the New Normal Business Environment:

Deliver candor (An open and honest expression of facts)

Don’t make empty promises

Realism should be balanced with hope.  In my e-book, Leadership Shift, I discuss the need for this continuous balancing act.  Something I learned, growing up on a ranch in North Dakota, is the concept of hopeful realism:  Hopeful realism is a level headed response to adversity which acknowledges all the facts, negative and positive, but at the same time stimulates positive energy in times of turmoil.

Watch this space for more ideas on developing sales strategies for doing New Normal Business.

SALES GROWTH QUESTION:  What are you doing to create an atmosphere of hopeful realism in your workplace?

SALES GROWTH LESSON:  While it is important for sales people to know their limitations, the concept of hopeful realism leads to the creation of realistic solutions.

© Copyright 2012, Danita Bye Sales Growth Specialists, All Rights Reserved.

 

Danita Bye is Founder and CEO of Sales Growth Specialists.  Danita was a President’s Club performer for a Fortune 100 company at age 22, her first year out of college.  For almost a decade, she earned recognition as a top sales performer in all the positions she held.  This experience offered Danita a foundation of skills from one of the most respected and intensive corporate training programs available.  In 1997, Danita started Sales Growth Specialists, one of the Twin Cities’ most respected sales management consulting firms.  Danita’s company has carved a track record in building and inspiring high-performance sales teams that achieve bottom-line results.  For more information, visit Danita at her website www.salesgrowthspecialists.com

 

Surviving in the New Normal Sales Environment (1 of 6)

Danita Bye Founder of Sales Growth Specialists1 Surviving in the New Normal Sales Environment (1 of 6)

As a sales person, have you ever been tempted to compromise your personal values to close a sale?  Let’s face it, it’s a jungle out there!  And it’s not likely to get any easier, is it?  Well I’ll be honest, I have been in many situations where it took all my inner strength to ‘stay on the straight and narrow!”

One of the last classes I attended for my master’s degree in Transformational Leadership was about something that’s very important to me – ethics.  During a class discussion we talked about the concept of The New Normal – something that resonates with everything I’m hearing and seeing in today’s business world.

In The New Normal: Great Opportunities in a Time of Great Risk, Roger McNamee discusses which new skills we may need to grab hold of the abundant array of new opportunities. According to McNamee, global economies are up for grabs at an unprecedented scale.  That raises the question – what’s required from sales people to capitalize on these extraordinary conditions?

I would begin by suggesting you take a careful look at what you’ve always done and do it in a new way. You need to “always be in beta” and be willing to turn old assumptions over, realizing you may have to forsake them altogether and start from scratch.

In this series, I’ll share some “Do’s and Don’ts” to build into your sales strategies in order to stay focused, motivated and ready to capture market share by winning new accounts.

With the right mindset, you can turn seemingly risky business ventures, into exciting business opportunities.

SALES GROWTH QUESTION: How are you dealing with the changing circumstances of the ‘New Normal’ business environment?

SALES GROWTH LESSON: As a Sales Person, you can be part of a team who takes responsibility for capitalizing on the ‘New Normal’ way of doing business.

© Copyright 2012, Danita Bye, Sales Growth Specialists, All Rights Reserved.

Danita Bye is Founder and CEO of Sales Growth Specialists.  Danita was a President’s Club performer for a Fortune 100 company at age 22, her first year out of college.  For almost a decade, she earned recognition as a top sales performer in all the positions she held.  This experience offered Danita a foundation of skills from one of the most respected and intensive corporate training programs available.  In 1997, Danita started Sales Growth Specialists, one of the Twin Cities’ most respected sales management consulting firms.  Danita’s company has carved a track record in building and inspiring high-performance sales teams that achieve bottom-line results.  For more information, visit Danita at her website www.salesgrowthspecialists.com