Image Credit: examiner.com
Innovation is alive and well in this country. I see it firsthand every week by the number of “pitches” I hear from start-up companies as well as the big boys.
If I were tracking the number of pitches per week from sales people that have approached me in 2006 vs. today I bet the number is easily doubled. Many of them have SOME type of technology under-pinning: e-commerce, social media, SEO, PR measurement.
Nearly all of them have an out-bound effort to try and open the door: A cold call, unsolicited email (“cold email”). Said another way, sales people trying to get in the door.
I hold sales dearly, both as a profession and a business manager that understands strong top-lines are an enabler to strong BOTTOM lines. But the fact is, the brutal reality of the bell curve exists in the sales profession (like all fields). There are a small % of people that “Get it right.”
2 common traits that I have been seeing lately among the hunters?
Both traits undermine the person’s credibility and guarantee the door will never get opened.
Laziness is easy to spot. It’s the unsolicited email where it’s obvious little to no effort was put in.
Carelessness sometimes ruins what is potentially a great approach. I will share a real life example this past week with key names and data disguised to protect the careless.
I was actually tempted to learn more from Freddy Careless, as this was a relatively well written note. But it had a one problem: I sensed it was lacking a “truthiness.” What do you do when you sense that?
1) Hit Delete
2) Ask and confirm, or learn differently
I always choose option 2. I almost always “coach” a sales person, most probably find it annoying. I hope some find the feedback constructive and get better as a result. If they want results they will certainly appreciate it. Note: Sometimes “Coach” is as simple as shining light on the salesperson’s approach, asking a question.