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Taking Your Career to the Next Level

Written by: John Brennan

Article Overview: The voice on the other end of the phone echoed with anxious desperation familiar to any sales pro struggling to make quota. " I´ve just got to get my career to the next level," she sighed. "What level do you want to reach?" I asked. "Do you know the level you´re stuck at now?" "I could tell you how my manager describes my current production level," she answered, "but it wouldn´t be very lady-like." For this sales pro, like many others, getting to the next level is merely a figure of speech. It´s slang for improving sales figures, breaking through one´s current production plateau. She probably won´t attain next level until and unless she knows what the levels of selling are and the impact they have on personal sales productivity

Taking Your Career to the Next Level

The Four Levels of Selling

Tom happened to be in the right place at the right time. He acquired the rights to sell a one-of-a-kind piece of equipment that would save oil producers millions of dollars. In just a matter of months, Tom became very wealthy. Tom had never had a lot of money, but was sure all his problems would be solved if he did. But Tom lost his family, started drinking and experimenting with cocaine, and sunk as deep into debt as he was depressed. Tom is trying to put his life back together now. He´ll tell you that sudden prosperity usually ruins those unprepared for it.

How can you know what level you should aspire to unless you have some idea where your career is now and might be headed? Are you really certain you could survive in the rarified atmosphere of success?

Selling has four levels. Each has its own focus of activity, qualifications, and special challenges. Selling is a developmental skill. You must master the skills at lower levels before you can move on to higher levels. Crawl, then walk, then run.

Level One Selling

Level One lays the foundation of basic social skills. The focus is on the salesperson´s ability to be with people and make a good presentation. Are you comfortable meeting people and building rapport with strangers? Do you know how to form a coherent thought and put it into a sentence? Do you know how to dress and act appropriately? Are you able to take some risks without becoming paralyzed with worry? Selling requires someone who is appropriately out-going.

Selling is impossible without the ability to make a presentation. Good salespeople don´t hesitate to find people to talk to.

Selling also involves energy management. You can´t master Level One selling if you struggle to get out of bed in the morning or find yourself yawning by midday. Every sales position requires physical stamina. Salespeople who drink too much, eat too much, carouse too much, or who don´t play enough, spend enough time in quality relationships with those they love are people whose lives are out of balance. Their productivity is likely to suffer in the long run.

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Article Tags: desperation, next level, quota



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