there is no record of the greatest salespeople of all time, present or past. It doesn’t exist. You won’t find them in the Almanac or
on the Internet. So whom can you
look to as a role model?
office, of course, is the most logical place to look for inspiration. Incorporating the best qualities of the
salespeople (and shying away from the worst qualities) at work is important to
enrich your own skill set. You
like how prolific and consistent Mary is when it comes to making the
dials. You love the way Pete asks
for the sale. You admire Carol’s
prospecting abilities. And so you
steal and borrow from these colleagues.
what if your office is small and uninspiring and there is no real star like a
Mary, or Pete, or Carol, and it’s just you? Or what if you work at home? Who do you look to for inspiration? It’s unfortunate that employees today
don’t stay in one place for very long.
Just when you’re getting to know them and they look like they might become
a mentor they’re up and gone.
it comes to sales, looking for role models outside of the office shouldn’t be
too difficult. There are thousands
of people in all walks of life—sports, business, entertainment, etc.—that are
worthy of emulation.
can think of three people that come to mind and one has absolutely nothing to
do with the other: Tiger Woods
(competitive spirit), Bob Dylan (longevity), and Judge Judy (no nonsense
Woods has a competitive drive that few people on this earth can match. His work ethic is unrivaled by anyone
in sports. He plays for the love
of the game. He plays for
greatness and history. He will be
34-years-old in December.
Dylan is 68-years-old and still going strong. Whether you like his music or not is beside the point. He is focused, committed to his craft,
and doesn’t—thank God!—believe in this nonsense call “retirement.” When you’re doing something you love,
and are fortunate to make a living at it, retirement is a word without meaning.
there’s Judge Judy. Yes, that judge. Now how can I possibly
blog about sales and mention Judy?
To me, it’s a no-brainer.
Every salesperson starting out should watch her show. Why? Because like her or not she has a no-nonsense approach to
her work. It’s all business and
it’s not an act (see the “60
Minutes” profile on her when she was a judge in New York). She asks direct questions and wants
direct answers. Black and
white. She’s also a master
detective. She gets to the
heart of the matter quickly–and that’s what good salespeople need to do: find the decision maker, pitch the
decision maker, and ask for the deal.
Keep it simple.
around the office and keep your ears open. Look for the colleague or colleagues that can help your
career—yes, career not job. Pay
attention to the celebrities and non-celebrities who are focusing on becoming the best in their field. You
don’t have to like them but they may inspire you to reach the next level in your career.
that level is greatness.