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Do You Have the 3-A’s in Sales Behaviors to Secure Today’s Competitive Advantage?
| Guest post by: Leanne Hoagland-Smith |
Article Overview: From our earliest education experience, we look to securing A’s. Having an A demonstrates proficiency within that discipline. In sales, there are also A’s, but of a different type. Learn what these A’s are and how you can secure the competitive advantage while simultaneously realizing your goal to increase sales.
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Free Download - How to Craft an Engaging Message That Highlights What You Do to Increase Sales By Leanne Hoagland-Smith |
Do You Have the 3-A’s in Sales Behaviors to Secure Today’s Competitive Advantage?
Given the global market place and not to mention the current economic conditions, every business, well, almost every business, is looking to secure their unique competitive advantage and increase sales. Maybe this is why there are so many business consultants to sales coaches in the marketplace all willing to share their expertise.
So how can the sales professional carve out that unique niche giving her or him a competitive advantage not to mention more money in the bank? I believe that the answer is by using these 3-A’s to increase sales.
The First A in Sales is Autonomy
Autonomy is required to secure the competitive advantage. What does it mean to be autonomous? The Latin origins of this word mean self and law. For this word is truly about governing oneself first before governing others.
To have autonomy suggests that there exists certain laws or in the case of individuals, values, that regulate the self. Depending upon the individual’s spirituality, these values can be easily read in religious manuscripts or written into physical objects such as currency to buildings.
In sales this means having a written values statement and being comfortable in staying the course specific to these values. Sales professionals who sales behaviors are reflected by cutting corners, passing the buck and doing the very least possible all demonstrate a lack of values and consequently a lack of autonomy.
The Second A in Sales is Authentic
Today’s market place demands that each sales professional is authentic. What this means is that to thrive requires a knowledge of who you are so that you can choose who you want to be and then create that person.
The first step to be authentic is to create your purpose statement. After completing this necessary statement, then look to the creation of your vision and mission statements while reviewing your values statement. From these you then can construct what you say to potential customers. If you are sounding like everyone else, chance is that you are perceived to be like everyone else and probably not authentic even if you believe that you are.
The Third A in Sales Is Action
Without action, it does not matter in you are authentic or have autonomy. Taking action is what will separate you from everyone else. Sales research suggests there are a lot of professional sales people who are not taking action or not taking enough action. They give up when the going gets tough. Maybe this explains why more millionaires are made during tough times than easy ones.
Using written goals and having them aligned to a sales action plan will help you take action. Additionally, you may have to become more aware of your beliefs because they are the ultimate drivers of your actions or sales behaviors.
Sales Coaching Tip: Beliefs drive actions (sales behaviors) creating results (increase sales). Look to your beliefs about these 3-A’s. Ask yourself would you buy from someone who is not autonomous, not authentic and does not take action? Then determine what you need to do to embrace these 3 A’s so that you can be competitive in today’s marketplace and increase sales.
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About the Author: Leanne Hoagland-Smith RSS for Leanne's articles - Visit Leanne's website Her book, Be the Red Jacket is a no-nonsense and quick read to help discover potential gaps that may be keeping you from your goal to increase sales. The forward is by Evan Carmichael of EvanCarmichael.com Remember if you think you cannot or you think you can either way you are right. (Henry Ford). Sales Coaching Tip: Change your thoughts; improve your results. Click here to visit Leanne's website   Leadership Audit For Business Leadership Assessment Business Building Check List |
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Online Sales and Marketing vs Traditional
- Hi Evan,
I am noticing that many of the posts in the Sales/Marketing section deal with online marketing, SEM and and SEO and Affiliates. I was wondering if it might be a good idea to separate that section into two; 1) Online Sales and Marketing; 2) Traditional Sales and Marketing
Re: Online Sales and Marketing vs Traditional
- [quote="ltrahan":31w9r2iz]Hi Evan,
I am noticing that many of the posts in the Sales/Marketing section deal with online marketing, SEM and and SEO and Affiliates. I was wondering if it might be a good idea to separate that section into two; 1) Online Sales and Marketing; 2) Traditional Sales and Marketing[/quote:31w9r2iz]
I second the request...
Global Ad Agency Seeks Senior Sales Account Executive
- Global Ad Agency -- We are seeking experienced advertising Senior Sales Account Executives to join our growing sales force in New York office.
ICMediaDirect.com, Inc is a Full Service Online Advertising Agency driven by a united goal to provide both online as well as offline advertisers with easy and affordable ways to plan and buy media online. We are proud to present an impressive roster of over 300 satisfied clients and a wide reach of billions of visitors each month. With two great locations - N.Y. and D.C. - we know how to PLAN your media, how to BUY your media, how to TRACK your media and how to CAPITALIZE your media.
Qualifications
• Minimum 2 years of active ONLINE advertising sales experience
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• Understanding Internet advertising vehicles such as pops, banners, search and lead generation is required
• Excellent communication and presentation skills
• Strong computer skills are required
• Detail oriented and well-organized
• Ability to work independently
• Enthusiastic team player
The Best office location in the city! Competitive salary (plus commission), bonuses and benefits.
Please send your resume with salary expectations today at jobs@icmediadirect.com!
Re: Global Ad Agency Seeks Senior Sales Account Executive
- [quote="RobertGresch":1lt645d1]Global Ad Agency -- We are seeking experienced advertising Senior Sales Account Executives to join our growing sales force in New York office.
ICMediaDirect.com, Inc is a Full Service Online Advertising Agency driven by a united goal to provide both online as well as offline advertisers with easy and affordable ways to plan and buy media online. We are proud to present an impressive roster of over 300 satisfied clients and a wide reach of billions of visitors each month. With two great locations - N.Y. and D.C. - we know how to PLAN your media, how to BUY your media, how to TRACK your media and how to CAPITALIZE your media.
Qualifications
• Minimum 2 years of active ONLINE advertising sales experience
• Responsible and aggressive attitude
• Successful track record with ONLINE sales
• Understanding Internet advertising vehicles such as pops, banners, search and lead generation is required
• Excellent communication and presentation skills
• Strong computer skills are required
• Detail oriented and well-organized
• Ability to work independently
• Enthusiastic team player
The Best office location in the city! Competitive salary (plus commission), bonuses and benefits.
Please send your resume with salary expectations today at jobs@icmediadirect.com![/quote:1lt645d1]
Hi Robert,
Welcome to our forums! Have you had any luck in your search for this job candidate and can I ask what other sites you've used to advertise this position?
Hello From Marietta GA!
- Hello All!
My name is Tim Naylor and I am in Direct Sales! I am glad I have found EC's sites and I hope to learn and share a lot!
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