I am not sure where it originated, but we have all heard the question/expression: “Do you want to be right – or do you want to be rich?” A question many managers have asked, and fewer reps have answered. While there is no right or wrong answer, most managers tell me they prefer to hear ‘rich’ more so than ‘right’, you decide. There is a variation I deal with daily when working with sales people and how many, not all, but many approach the process.
While most professions seem to welcome the opportunity to be introduced to different methodologies, thought process, etc., it seems to be different. Again, many, not all, let’s go with the crowd favourite: 80/20, so about 80% of reps, actively resist training, development and improvement. Given that less than 60% of reps seem to make quota, you would think there may be a different view.
It seems that as soon as they hear that training is coming, many hear “they don’t think I know what I am doing, so they are bringing someone in to change things, worse, change me.” Whereas the outlook should be, I am good at what I do, this is an opportunity to do even better. What is even more profound is that the 20%, those who are consistently rocking it, have the opposite outlook, and frankly attitude, while participating in training and development; they bring curiosity, and embrace the new techniques and quickly assimilate them into their success.
It seems that many are looking for validation of what they are doing, and how they are doing it, while ignoring new elements they could benefit from. I have spoken to many peers who see a similar reaction, reps spending time and energy defending something that is not under attack, leaving one to wonder what’s going on. It seems many see it as an opportunity for a pissing contest than a way to make improvement to how they sell, and let’s face it, by extension make more sales and commissions.
Unfortunately, it is a contest with few winners. It’s not like we have a choice but to constantly improve how we sell. Next fiscal year will bring an increased quota, more competition, enhanced customer expectations and demands; the one thing you will not see an increase in is time. Whatever you delivered this year, you will need to deliver more next year, in no more time than this year. And while this may be as obvious as day, it seems to be lacking in the day to day, week to week planning of many reps.
I understand the realities of change, but at the core, what we sell is change, no matter the product or service. When you talk to most sellers the thing that frustrates them most is prospects who are close to change, guard and defend things as they are now. They are then approached by sales people, most of whom (80%), are doing things the same way as the other, and the very same way they did last year and the years before.
If the name of the game is change, so if you want to “demo” anything, demo your ability to change to make improvements and win. But if your approach is no different this than last or two years ago, what are you communicating to your prospect beyond the words? “well he is saying some new shit, but he is selling the same way.” The incongruity is too big to miss. Can they help conclude that “They’re selling as they always have, the same must hold through for their product, I am safe to go with the same decision I made last time.”
On the other hand, if you approached things differently, you may get a different result. This is not to say that you need to make wholesale changes every time, but you need to change enough to lead a conversation you can both benefit from.
By not being defensive, and open to adding to, augmenting, enhancing and changing how you sell, you may find that you can be both right and rich.