I’m blessed; and on many levels. One being, I am truly in love with what I do as an executive sales coach. If I could have any job in the word (other than being a rock star but I’m digressing to the dreams of a child) I would still excitedly and passionately choose being an executive sales coach and consultant.
One of the things I love most about what I do is the creative aspect of my work. That is, the creativity that comes into play when working with clients. Whether we are creating new processes, powerful questions to better qualify and enroll your prospects, new templates, new ways of doing things, collaborating on ideas, co-creating new solutions and innovations to develop and maintain their competitive edge, the creativity in the coaching process is a non-negotiable essential component that drives the value each client receives during every coaching session.
The same holds true when selling. After all, selling is the art of creating new possibilities. The creation of new possibilities; possibilities and solutions that weren’t there before or ones that your clients couldn’t see. That’s what it’s all about, especially when you are working with your clients and prospects.
It is in that same vein as to why I’m saddened by the lack of understanding in some company cultures as to how critical creativity is in their selling process and the role it plays in achieving their year end sales goals as well as the role creativity plays in fostering and developing a positive, flourishing culture; a culture that’s also enjoyable and keeps employees driven, motivated and happy over the long term.
What inspired today’s blog was a coaching call I had the other morning. I was talking with Mindy, the owner of a local business in Ohio which was part of a larger franchise organization. We were discussing her need for recruiting new, talented salespeople and the characteristics to look for when making a hiring decision.
It was when we got on the subject of creativity when I heard the disparaging news. Now, as you may be aware of, creativity place a tremendous role in your selling efforts and results. After all, it’s the discipline of creativity that is at the core of your efforts and fuels your success. Being highly creative is, ultimately, your key responsibility; that is, to create solutions for your clients.
Mindy shared with me that her company, at the franchise’s corporate level, has modified their personality profile assessment for all new potential hires. Corporate plays a role in assisting their franchisees in recruiting top sales talent. So, this assessment is one that all candidates take during the interview process to determine whether or not they would be a fit.
What caused a negative reaction in me was this. In evaluating their assessment, corporate made the decision to actually pull out the section they had in the assessment which rated someone’s creative abilities and, get this, replaced it with a section on their technical abilities. To me, technical vs. creative is the difference between being an order taker or being a highly skilled sales professional.)