By Tibor Shanto - firstname.lastname@example.org
There is an old saying that goes:
There is no such things as an old joke, just old people. Meaning no matter how old you are the first time you hear a joke it is new to you, no matter how long it has been out there.
Which explains why I am going to sound a bit old in this piece, which is alright, because I will be talking about all the “NEW” out there that sellers are being told (sold) they should be consuming if they want to succeed. I don’t have an issue with things that are really new, but when it comes to selling, “NEW” is more often than not, the “same old”, with at best new wrapping.
In some hands NEW becomes the lubricant used by sales pundits and marketers to ram more of the “same old” down unsuspecting throats. (Just think foie gras)
Of course the beauty of selling NEW is the opportunity to upsell plenty of CHANGE, “you need to change, and use this new, or do things in this new way, if you are not changing, you are bound to fail.” Well not exactly, in fact experience shows otherwise, sales is not like a baby, it doesn’t need to be changed all the time. Success in sales comes down to execution, in a continuously better way, it is hard to improve what you are doing if you are always CHANGING what you are doing.
One benefit of being 57 with your memory intact, is you’ve seen, a truckload of NEW, (or old jokes) where the only change is not in the content but in the packaging the pundits wrap it in.
A recent sermon from a pundit preached on about how times are changing and “you need to change or you’ll be left behind”, or worse. Duh, no kidding, but when was that not the case? I mean Dylan cashed in on that out 50 years ago, and Darwin laid it out in simple terms back when? But again, if you keep changing, when can you improve, surly there needs to be an opportunity to master things, not just change them!
I find it funny how pundits try to convince us that this time it is different, this change is “real change”, and this new change is it. If you don’t keep up with this change, if you don’t jump on this bandwagon, you’re beat; right.
Change is a fact, an old fact. “The Only Thing That Is Constant Is Change”, given to us by Heraclitus of Ephesus (535 BC – 475 BC) not such a NEW guy, best known for his doctrine of change being central to the universe.
What makes sellers great is not jumping from one bandwagon to another, but a focus on fundamentals, and a laser focus on improving those fundamentals, rather than chasing the latest shiny object, regardless of trends or packaging.
And this is the hard part for both pundits and sellers trying to evolve. The pundits need NEW, even when the only thing new is the sleeve of the new book. As Michael Jordan said: “You have to monitor your fundamentals constantly because the only thing that changes will be your attention to them.”
I recently read a piece that was supposed to boggle my mind, it talked about a stat that came from an executive at a social selling platform, at a social selling event, that suggested that sales professionals who use social selling are 51% more likely to exceed their quota. But is that really NEW, or a CHANGE from what has gone before? No.
Great sales people have always been early adopters of new tools, technologies and opportunities, embracing them to further, not necessarily change their selling. Not new, just think of Martin Luther and the print press; he went viral 500 years ago http://www.economist.com/node/21541719. More recently the telephone, the car, the answering service, or fax, or… This is what was always amusing about the notion of Sales 2.0, what was Telex Sales -3.0?
I would strongly argue that those same sales people would have exceeded quota no matter what tools they adopted or were in vogue at the time. It was the sales people who leveraged the tool, they made the medium look good, not the other way around. Proof, where are the stats relating to those exceeding quota without using the tool, where are the numbers around those who use social selling and fail to make quota. Oh yes, sales is not about numbers, it is about NEW.
Change also consumes a lot of time and energy, both of which may be better invested in improving your execution of the fundamentals. The goal is balance, balance between improving and acquiring skills. Change is addictive, and often becomes an end to itself, you may end up with something new but not better. Ask yourself will this help you execute better as measured by results, or is it something new to replace the last change? In the end, success in sales comes down to Execution – Everything Else Is Just Talk!