What is your sales history?
I come with 5 to 6 years in Inside Sales, I have worked with small, medium and large companies, always in the B2B scope, but always in this consultative sales footprint and contextualized prospecting.
I’ve been through a range of companies and I have a good background for us to talk about it.
I experienced difficult moments such as being fired for not having reached a goal, and also moments of breaking historical records that no one has beaten until now. I’ve had ups and downs, and I think a complete career is like that, you learn from your downs, which lead you to your ups.
Tips for those who are just entering the sales career
Tip #1: Resilience
It will never be easy. Sales is killing a lion a day, the goal is always there and it will always grow. And you cannot give up.
As I said, one of the things I learned is not to give up.
Keep working as if nothing is happening. If you let that daily goal pressure get to you, you will only get worse.
So resilience is going to the last minute.
It’s like football: if in the 45th of the second half you can score the goal, score.
Even if the goal doesn’t lead you to victory: you lose 2-1, but score the goal. You lose but show your work, and then it can open doors for you.
Playing sports is cool to practice and develop resilience.
Nobody is going to succeed in every company that passes, but if you have resilience, you will succeed. Never throw in the towel.
Don’t stop doing something because you don’t believe you can get that result.
Tip #2: Know your numbers
If you don’t know your numbers, you’ll never know if you’re going to hit your goal or not. Of course managers need to help you with this, give you some numbers.
But we know that managers do not always know how to make this calculation. And even if we have an average of the team, each one has its number.
So it’s important to know your own style, understand where your strengths are. So you need to understand your number.
And you don’t need to do any NASA math to find out.
Take the number you hit the target and analyze the numbers.
- How many leads have I worked?
- How many leads I worked this month did I close that same month?
- How many actions did I take with each one?
This is all in history, take time to do this.
Set up a simple table in excel for you to control it. In addition to knowing your number to reach your goal in the company you are in, you will have your evolution mapped, a portfolio so that you can show in an interview the results you have already achieved.
Do not depend on the manager to give you the number. Understand your own numbers. This will also be important for you to move up your career, negotiate your salary. You can prove your numbers and where you can go.
Tip #3: Always offer help
If you’ve just joined the company and are ashamed to help others for fear of saying the wrong thing, don’t be.
It’s what you think, pass on your knowledge, write about what you’ve learned on LinkedIn, share your content.
When you talk about something, you’re constantly remembering basic stuff or more advanced stuff, so the time we learn the most is when we’re teaching something.
Since a proposal from “a junior company asked me to go there and talk about sales”.
It might not add much to you if you’re a more advanced guy, but you’ll be recapitulating and fixing things that work better and better.
So being in a sales community is also really cool for that. If you have content to share and discuss, it will be great.
If you’re in a company that doesn’t have collaborative teaching, leave. Does not make sense. If a sales team doesn’t play together, doesn’t support and strengthen each other, it won’t evolve.
Tip #4: Ask for help
Capital smart city always has that guy who hits the target, he’s always doing well. This is the guy you have to look out for.
The guy who is a reference is not for nothing. Ask these people for help.
Get in touch with professionals on LinkedIn for help, or in the SalesHeroes community itself, or within your company for your manager or your CEO.
Many times you have access to the best ones and you don’t even know. That’s the best way to grow fast: ask for help. And ask for as much as possible.
Have coffee for 10 minutes with someone from the company who can give you a tip. This tip can be essential for you to reach your goal.
Tip #5: Study always
You need to study sales all the time. Sales always evolve. Today, in my opinion, there was a brake.
About five years ago, almost nobody knew what GPCT was, inside sales was starting in Brazil.
And now inside sales is widespread in the world and hasn’t been changing that much.
It was somewhat stagnant, so you always need to be there studying, keeping up with current techniques and remembering them.
Read articles, listen to podcasts, read new books and even books you’ve already read. And it’s no use reading and doing nothing with this reading.
One of the biggest mistakes people make is reading the quick book just to say they’ve read it.
But when reading a sales book, especially good books, they have a lot of example and practical technique.
If you see the practical example and don’t train, you forget.
When reading, write it down! Visual aids, if you see a cool technique that fits your process, write it down and test it the next day.
Discussing this knowledge with others is also a good way to ground and learn even more.
A lot of people have a habit of making that simple post-it, which they stick on the computer and you don’t even see it anymore. Make great notes! When I found out what GPCT and port closure was, I printed out an A4 sheet that reads “door closure” to visually remind myself.
If you read something interesting, write an article about it, it will help you fix it and still network. It’s no use just studying and reading, you need to put it into practice.
Highlight a point in the book that you think is most important
The Challenger Sales has many things.
He talks about profiles, how important it is to understand your own profile as a seller. I think the biggest lesson the book offers is challenging selling: anyone who is going to sell anything from B2C to B2B is to make the person on the other side think out of the ordinary.
When a person tries to sell something in an ordinary way to anyone, he will get lucky, whether the person likes it or not.
If the person is lucky enough to like it, they will buy it. If she doesn’t like it she won’t buy it.
But if you make her think from another point of view, which includes The Challenger Sales, the salesperson with the challenger profile is the one who always manages to make that potential customer he is talking to think outside the box.
So, for example, if I stated that the lead has problems X, Y and Z, and I presented that solution W solves these problems, and the lead tells me that it still doesn’t make sense, that he doesn’t see the reason for that solution, you have to make him think outside the box.
But you need to make it clear that if she doesn’t use this solution, she’s going to have problems A, B, and C because of her market.
She often doesn’t know the negative consequences that can happen, or doesn’t know how the solutions will help.
So when objections jump on the table, we need to know how to get around that objection while showing a different point of view.
We have to make her think. If she doesn’t think, her problem won’t bother her, and then she’ll continue with the same point of view she had before.
This is having a challenging sale, this thing of challenging the lead, showing that if he doesn’t move, such problems can happen, or that she can solve the problem in ways that he wasn’t seeing before.