Sales Coaching Tip: Lose the Business Development Title If You Want to Increase Sales
Sales Coaching Tip: Lose the Business Development Title If You Want to Increase Sales
Yet, what I have observed is that those in sales suffer from the Activity Malady where they confuse activity results. Symptoms of this malady include:
Attending lots and lots of business networking events
Grabbing lots and lots of business cards
Scheduling lots of meetings
Having lots of breakfasts, lunches and dinners
From all of this activity, these industrious sales executives literally forget why they are engaged in all of these activities – to make sales.
One of the reasons for the increase of this Activity Malady is because of a recent event that has happened within the business world. Look on many business cards and you will see the infecting agent.
What I am speaking about is the removal of the word “sales” in the description of those involved in sales and the replacement with the word “business development.” Rumor had it that the word sales turned off people. My belief is turned off those in sales because those individuals believed that selling is hard.
I am a big believer in the power of words as words are directly tied to your beliefs. So what does it mean to develop business:
Meet people?
Collect business cards?
Share your expertise?
Yet, does the term business development mean to make a sale? From my observations, the answer to this question is "No." Too many people are out in the business world as business development whatever and company sales are suffering.
By using the word sales in the job title, individuals understand that their goal is to make sales and not just develop business. Heck, I could hold the door open for someone coming into my store and actually be developing business. Or I could wine and dine a client and be developing business. But, the real question that needs to be answered is “Am I achieving a sale?”
Until the focus returns to sales, many in the business world who hold the title of business development will continue to suffer from the Activity Malady and the goal to increase sales will not be achieved.
Sales Coaching Tip Lose the Business Development Title If You Want to Increase Sales - To learn more about this author, visit Leanne Hoagland-Smith's Website.
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Salesmen and saleswomen along with entrepreneurs and small business owners are a busy lot. They scurry around the marketplace looking for suspects and prospects. Many remind me of hummingbirds quickly darting from flower to flower beating their wings in their ongoing quest to grab their golden nectar.
Yet, what I have observed is that those in sales suffer from the Activity Malady where they confuse activity results. Symptoms of this malady include:
Attending lots and lots of business networking events
Grabbing lots and lots of business cards
Scheduling lots of meetings
Having lots of breakfasts, lunches and dinners
From all of this activity, these industrious sales executives literally forget why they are engaged in all of these activities – to make sales.
One of the reasons for the increase of this Activity Malady is because of a recent event that has happened within the business world. Look on many business cards and you will see the infecting agent.
What I am speaking about is the removal of the word “sales” in the description of those involved in sales and the replacement with the word “business development.” Rumor had it that the word sales turned off people. My belief is turned off those in sales because those individuals believed that selling is hard.
I am a big believer in the power of words as words are directly tied to your beliefs. So what does it mean to develop business:
Meet people?
Collect business cards?
Share your expertise?
Yet, does the term business development mean to make a sale? From my observations, the answer to this question is "No." Too many people are out in the business world as business development whatever and company sales are suffering.
By using the word sales in the job title, individuals understand that their goal is to make sales and not just develop business. Heck, I could hold the door open for someone coming into my store and actually be developing business. Or I could wine and dine a client and be developing business. But, the real question that needs to be answered is “Am I achieving a sale?”
Until the focus returns to sales, many in the business world who hold the title of business development will continue to suffer from the Activity Malady and the goal to increase sales will not be achieved.
Sales Coaching Tip Lose the Business Development Title If You Want to Increase Sales - To learn more about this author, visit Leanne Hoagland-Smith's Website.
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Good thinking on the Sales verses Business Development... ; )
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David AchesonDavid Acheson is the founder of DCJA Consultancy. DCJA Consultancy is a management consultancy business specialising in B2B sales consultancy. They offer bespoke and packaged sales consultancy including Sales Optimisation Review, Interim Sales Management, Sales & Marketing Review, 1:1 Sales & Management Staff Analysis, Management Training, Solution Sales Training, Creation of New Pay Plan, KPI's, run Customer Feedback Campaigns, assist with Recruitment, Coaching, Appraisals and set up Strategic Marketing Campaigns. David spent his early career in accountancy and then moved into sales in 1982, working in Office Equipment, IT, Advertising, Training, Outsourcing and Consultancy. He has held many Senior Positions in SMBs and Global Organisations including Head of Sales Operations & Head of Business Development. His knowledge, skills and great experience of the Sales Industry has led to David making keynote speeches and running educational sessions to key businesses through organisations including The Chamber of Commerce and Business Link. - Visit David Acheson's Website |
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Leanne Hoagland-SmithAre your sales where you want them to be? Will you be one of the few who achieves sales or business success or one of the many who have failed to change? Are you tired of being told you are like everyone else? Then you may find my first book on sales of interest. Be the Red Jacket in the Sea of Gray Suits, The Keys to Unlocking Sales available at Amazon or at http://www.processspecialist.com/red-jacket.htm. This book is a reflection of my no-nonsense approach to improving sales to overall business results. If you are truly committed to making sustainable changes, then I can help you secure a positive return on your investment because I focus on executable solutions not telling you the problems you already know you have. From training to corporate (group) coaching to executive one on one coaching, my approach is to assess, create awareness, build a goal driven action plan and then execute. The bottom line question is "Not do you or your employees know it, but do you or they want to do it?" Please call for a free strategy session at 219.759.5601. - Visit Leanne Hoagland-Smith's Website |
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John BrennanJohn Brennan Ed.D. Dr. Brennan is President of Interpersonal Development, LLC, a training and development firm. Interpersonal Development has provided sales training and coaching to more than 3,000 sales reps from over 100 companies. A native of Australia, Dr. Brennan received his doctorate from the University of Rochester. His dissertation researched the effectiveness of Behavioral Modeling Technology in training people in interpersonal skills. While he has spent most of his career designing or delivering training, he was also a Vice-President of Sales of a training and development franchise with operations in 25 markets. Dr. Brennan has designed and delivered sales training in North America, Asia, Europe, Australia and the Middle East. He has been a guest speaker at numerous national and regional professional conferences. When Microsoft wanted Best Practices articles on sales for their web site, they called Dr. Brennan. The results are at http://office.microsoft.com/en-us/FX011387391033.aspx His firm’s clients have included Volvo, The Prudential, Merrill Lynch, Eastman Kodak, Gannett, Equifax Europe, the Economist Group and countless small businesses. - Visit John Brennan's Website |
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Linda RichardsonLinda Richardson is the Founder and Executive Chairwoman of Richardson, a global sales training and performance improvement company. As a recognized leader in the industry, she has won the coveted Stevie Award for Lifetime Achievement in Sales Excellence and she was identified by Training Industry, Inc. as one of the “Top 20 Most Influential Training Professionals.” Ms. Richardson is credited with the movement to Consultative Selling and is the author of ten books on selling and sales management, including Sales Coaching — Making the Great Leap from Sales Manager to Sales Coach, and Stop Telling, Start Selling. She teaches sales and management at the Wharton Graduate School of the University of Pennsylvania and the Wharton Executive Development Center. Linda is a frequent speaker at industry and client conferences, has been published extensively in industry and training journals, and has been featured in numerous publications, including The Wall Street Journal, Forbes, Nation’s Business, Selling Power, Success, and The Conference Board Magazine. Learn more about Richardson's sales training and performance improvement solutions at http://www.richardson.com web - Visit Linda Richardson's Website |
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Dave KurlanDave Kurlan is the founder and CEO of Objective Management Group, Inc., the industry leader in sales assessments and sales force evaluations, and the CEO of David Kurlan & Associates, Inc., a consulting firm specializing in sales force development. Dave has been a top rated speaker at Inc. Magazine's Conference on Growing the Company, the Sales & Marketing Management Conference and the Gazelles Sales & Marketing Summit. He has been featured on radio and TV, including World Business Review with General Norman Schwarzkopf, in Inc. Magazine, Selling Power Magazine, Sales & Marketing Management Magazine and Incentive Magazine. He is the author of Mindless Selling and Baseline Selling – How to Become a Sales Superstar by Using What You Already Know about the Game of Baseball. He created and wrote STAR, a proprietary recruiting process for hiring great salespeople, and he writes Understanding the Sales Force, a popular business Blog and is a contributing author to The Death of 20th Century Selling and 101 Great Ways to Improve Your Life, Volume 2. - Visit Dave Kurlan's Website |
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George LudwigGeorge Ludwig is a recognized authority on sales strategy and peak performance psychology. An international speaker, trainer, and corporate consultant, he helps clients like Johnson & Johnson, Abbott Laboratories, Northwestern Mutual, CIGNA, and numerous others improve sales force effectiveness and performance. Though it's George's strategies and processes that help corporations increase productivity and performance, it's his tremendous energy and dynamism that spark the transformation. Again and again, clients remark on his amazing ability to unleash human capacity and inspire men and women to break out of their comfort zones. The result is a whole new type of salesperson. His customized presentations teach achievers to make stunning advances in their lives. From helping salespeople realize cherished dreams to helping corporations exponentially accelerate revenue streams, George Ludwig leaves audiences and individuals empowered, emboldened, and clamoring for more. George is the best-selling author of Power Selling: Seven Strategies for Cracking the Sales Code and Wise Moves: 60 Quick Tips to Improve Your Position in Life & Business. - Visit George Ludwig's Website |
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Jeff FosterWebBizIdeas.com is a Minneapolis website design company founded to help people start an internet business by providing them with website, business, and internet resources that help foster the growth of successful online businesses and develop innovative Internet business ideas. We specialize in internet consulting & internet marketing. - Visit Jeff Foster's Website |
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