Part 8: “I Can’t Get No Satisfaction”
In Part 7 of this series, we discussed how time impacts the sales process from start to finish. Clients have more resources today than ever before to research products and services before they ever pick up the phone to contact you. Making sure that your company has appropriate procedures in place to handle inbound leads is the first step of the sales process. In this last installment of Sales Lessons Learned From the Rolling Stones, we take a look at …
“I can’t get no satisfaction, I can’t get no satisfaction, ’cause I try and I try and I try and I try …” – Out of Our Heads, 1965.
In this series, we’ve spent the last seven months at a Rolling Stones concert! Our minds have sung along with each song, and we smiled as we thought about how each lyric provides valuable lessons when it comes to the art of selling.
In summary, we discussed that some folks think dealing with salespeople is like having Sympathy For the Devil, and that your belief in sales as a noble profession is critical to your success. That sometimes, if you Can’t {You} Hear Me Knocking, it’s because we don’t have a good sales process or plan in place to maximize productivity. And, when you Start Me Up, I will never stop if my only goal is to earn a commission and close the deal. She’s So Cold because we don’t understand how our client processes information and we need to present in a way that resonates with them. And sometimes, You Can’t Always Get What You Want, but you do get what you need – a long-term client who values and respects you and your product. Finally, Time is {not always} On {your} My Side, but having a plan in place to manage inbound leads can set you and your organization up for success.
So, if you try and you try and you try, and you still can’t get no satisfaction, ask yourself the following:
What do I like about this job?
“Life’s too short to wear ugly shoes” has always been a favorite saying of mine. If you wake up every day and dread going to work, that’s probably a clear signal that it’s time to change jobs. On the other hand, spending some time really understanding your likes and dislikes about the role you are in might be beneficial. For example, there could be other roles in the organization (other than sales) that you would enjoy more. Don’t be afraid to reach out to a trusted advisor within the organization and explore.
What motivates me to be successful in this role?
Motivation is key in any job that you have. If you are not having success in sales, then your driving motivation is most likely not financial. However, there are other intrinsic factors that motivate salespeople – helping others, the competitiveness of being the best, etc. Spending time understanding your personal motivations can help you understand where and how you might be most successful within your organization.
What area of the job are you having success in?
Just because you might not be good at cold calling does not mean you are not good at sales. I’ve seen many salespeople who have the right skills for sales, but they are just in the wrong sales role. For example, the skills that make a good inside salesperson are not the same that make a good outside salesperson. So, understanding the strengths you bring to an organization can help you figure out the role you might be best suited for. Leadership should be able to help you with this as well – have the courage to start the dialogue!
Do you have co-workers in the role who are being successful, and do you respect them?
Consider reaching out to these folks and asking to be mentored. Salespeople do love to help others. Try and understand what this person does on a daily basis that allows them to be successful. Engage them to help you emulate.
Ask for help.
Good Leaders want all their team members to be successful. Have a candid conversation with your direct supervisor and let them know where are you are struggling. Be open to their feedback and the solutions they propose.
There are many different kinds and types of sales roles available, find the song that fits you best and just keep singing!
