Many mentors (and mentees) resist asking an all-important question about the sales leader’s role: “Where are things most likely to go wrong?” And the answer is: “Wherever people are assuming that they already have all the answers.”
The STORY: Bill had decided that Harold, his prospect, was not going to get away. He was going to get the sale no matter what. Now, driving to Harold’s office, Bill reviewed all of the things he’d done to date.
No one is 100% in the world of sales. Very often, the company hero is the person who is winning 30% of the time! So, the big question is not whether you will fail. You will. The question is what you will learn from failure.
The STORY: That morning Bill woke up with laryngitis. “Great,” he croaked at the mirror, “the big sale is today, and I sound horrible.” Stopping off at the pharmacy on the way in for some lozenges, he found his voice in even worse shape. While he could talk, it was just barely above a whisper and for not more than a few sentences.
There's been a lively debate among sales leaders in recent years and it centers on a big question: Has the digital selling environment we are all now operating in brought about a fundamental change in what it means to be a professional salesperson?