sales as a career choice: the good, the bad, and the ugly
DESCRIPTION
I covered topics such as why students should consider choosing a career as a Professional Sales Executive, the exciting benefits & risks, corproate growth potential, financial security & insecurity possibilities, and what skills they should have or aim to gain in order to be successful in a Sales career.TRANSCRIPT
Sales as a Career Choice: The Good, The
Bad and The Ugly
By Steven Tulman
Email: [email protected]: @StevenTulmanLinkedIn: ca.linkedin.com/in/stevetulman
Why a Career in Sales?
1. Do you want to have unlimited income potential?
2. Do you want to run your own company or be the CEO of another organization?
3. Are you good at managing your finances?
4. Are you ready to work hard and have fun?
5. Almost Recession-Proof
About Me• MenuPalace.com • Dealfind.com • The Biz Media• SEOlogist• Info-Tech Research Group• ICM Consulting & Media Corp.• One Core Media – Ecommerce Solutions
The Evolution of Sales
Providing Solutions
Mid 70’s to late 90’s
Building Relationships
1950 to 70’s
Building Partnerships Late
90’s to Now
The 2 Breeds of Sales ProfessionalsAre you a hunter or a farmer?
2 Kinds of Sales JobsInside Sales
VsOutside Sales
Choosing Your First Corporate Sales Job
• What are your options?• Where do you look?• How today’s choice will
affect you tomorrow?• What to expect when
you start?
How to Excel in Sales:
The 6 Main Attributes that Will
Make You Successful1. Empathy (EQ)2. Product and Industry
Knowledge3. Focus4. Accountability5. Enthusiasm6. Ego-drive
The 10 Step Sales Process
1. Prospecting Stage2. Qualifying Stage3. Initial Meeting4. Needs Analysis5. Product/Service Demo6. Proposal/Quotation Presentation7. Influencer Approves8. Key Decision Maker or Committee
Approves9. Purchasing Approves10. Product/Service Delivered &
Payment Received
As seen in the QUOTA Sales Training System
Developing Your Skills as a Sales
Professional• A sale is the result of
all of the actions leading up to the decision
• To sell more, strive to improve your skills and perfect your process
Developing Your Skills as a Sales
Professional*Suggested reading:
- The Challenger Sale: Taking Control of the Customer Conversation by Matthew Dixon and Brent Adamson - SPIN Selling by Neil Rackham - Selling to VITO, the Very Important Top Officer by Tony Parinello
Building Your Sales Pipeline and Managing Your Funnel
When does 5x=x?
• The 5 Times Rule: Always have 5 times your sales target in your active sales pipeline
Building Your Sales Pipeline and Managing Your Funnel
When does 5x=x?When you’re in the world of
Sales!
How to Climb the Corporate
Sales Ladder• The best salesperson is rarely the best manager
• To grow into management, you must acquire a new skillset
*Suggested reading:- Coaching Salespeople Into Sales Champions: A Tactical Playbook for Managers and Executives - by Keith Rosen - Coaching for Performance: Growing Human Potential and Purpose – The Principals of and Practice of Coaching and Leadership - by John Whitmore
Q &A
The End
By Steven Tulman
Email: [email protected]: @StevenTulmanLinkedIn: ca.linkedin.com/in/stevetulman