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Are you ready for the Self Managing Salesman?

Written by: Cliff Sutton

Article Overview: What would it be like to have a group of self motivated, self managed Salespeople on your team. How to get and keep the focus on the pure pleasure of meeting and delivering to challenges with people who are 'wired' that way. Not only is it possible, in many cases it is necessary. Here's what it can be like and a little bit about how to get there!

Are you ready for the Self Managing Salesman?

Why do High Performance Managers love them?

Let me see now, what selling would be like with a Self Manager on your team?

Self Managers come up with sales ideas and a plan of action. They have thought it out and usually look to their managers and support team for help in fine tuning their plan of action rather than looking for a plan of action to begin with. The sales plan is based on what the client wants because that’s what’s important to the Self Manager. Selling solutions means solving problems and bringing clients opportunities!

Oh yes, when the plan is agreed upon Self Managers make a commitment to it and they mean what they say. The result is that important things get done quickly. Plans become reality and the reality is often bigger and better than expected.

One of the great things about working with Self Managers is that you know whether the plan worked, because you know the effort was made. Vital Statistic: Nine out of ten times, when a salesman fails it is because more effort, not more talent, was required.

Let’s not leave out PASSION. Self Managers put their efforts into what they are passionate about, whatever that may be. Passion is what gives them the drive to keep going the extra mile. Passion is what makes them light up with emotion and light up those around them. This e-motion – energy plus action – gets everybody going and brings about commitment in the whole team. Clients buy these solutions because they know they are going to get great results.

Now assuming we all want to have Self Managing Salespeople working for us, how do we recognize one? Take a look at your top performers and there’s a good chance you’re looking at a Self Manager. The # 1 competency of top performers is their ability to self manage.

Keep in mind the DNA of a Self Managing Salesman is all about being proactive and focused on solutions. Combine this with an action orientation and the commitment to do the work required. Now add in genuine passion for delivering value to clients and you’re there. The secret ingredient is in knowing how to weight and evaluate these factors for you and your company.

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Article Tags: action orientation, competency, dna, e motion, emotion, extra mile, genuine passion, good chance, high performance, important things, motion energy, nine out of ten times, sales ideas, salespeople, self managers, selling solutions, solving problems, top performers, vital statistic



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