Tweet

Getting the Sales Person to Think Like an Executive

Guest post by: Drew Stevens Ph.D.

Article Overview: The Sales CEO learns to optimize their day by determining the best methods that encourage customer centric relationships that grow business. Great representatives understand that less transaction and more focus on value and performance grow the brand while also growing the business. So what do they do and how is this accomplished?

Getting the Sales Person to Think Like an Executive

Today’s selling professional is busier and more frustrated than ever. Customers seem to be taking more time to make decisions. Worse yet sales managers are more concerned about selling professionals that struggle like mad to make their goals.

While there is much to be said about uncontrollable environmental factors like the economy there are those that are making money. If you believe there is a secret to what they are doing… think again! The selling professional that is making quota is simply working smarter not harder.

What might you say if I told you smarter selling professionals are thinking similar to a corporate CEO? How much would it be worth to your sales quota efforts to know that sales agents are thinking in terms of profits and productivity?



The Sales CEO learns to optimize their day by determining the best methods that encourage customer centric relationships that grow business. Great representatives understand that less transaction and more focus on value and performance grow the brand while also growing the business. So what do they do and how is this accomplished?

1. The greatest asset to every organization is the talent. However it takes the right talent to become a Sales CEO. Individuals must understand how to create terrific relationships that do not subordinate them as a vendor. Vendors communicate with gatekeepers, CEO’s communicate with decision makers.

2. Sales CEO’s know how to engage in healthy debate but still maintain peer relationships. With peer relationships there is focus on value not price. They think, act and perform like any other senior executive.

3. Sales CEO’s never subordinate their position. When there is focus on objectives and measurements for success and not units there is less room with negotiating fees. The executive style selling representative negotiates in a senior fashion. He/she remains calm and does not falter just because the customer wants them to.

4. The Sales CEO thinks in terms of profits and margins. These representatives remain patient since they understand discounts impact personal and territory revenues. Their thinking maintains their competitive position and value focus. Vendors lower fees, partners never.

5. Similar to the executive CEO, sales representatives understand that time is their most valuable asset. They invest in things that assist them, they do not waste time. Additionally, they realize that time with clients is the most valuable portion of their day.

6. Smart representatives are well researched. No executive ever enters a board meeting unprepared, why should any selling representative?

7. There is optimization of resources that assist the sales effort. Representatives optimize the use of CRM. Data provides strategic knowledge. Executive thinking individuals use tools that assist them; they do not use a poverty or victim approach.

8. Selling CEOs engage in customer service. They recognize that over sixty percent of every client interaction involves service. Representatives realize customer service importance with every activity such as returning calls, handing processes and performing with clients.

9. Sales CEO’s maintain sales cadence by focusing on key performance indicators that drive results. Their day and their world believes in accountability.

10. Finally the great leader is always visible. Time is invested with clients not sitting in an office. It is their best practices that create the aura needed to drive revenue, increase customers and most importantly shareholder return.

These are just some of a few best practices. Place your best practices in the comment area so that others can learn from your best practices.

© 2011. Drew Stevens PhD. All rights reserved.

Related Articles
  Can You Hear Me Now? Great Executive Coaches Are Not Just Great Talkers They're Great Listeners
  Can Be Before Can Do! Great Executive Coaches Add Encouragement
  Mirror Mirror On The Wall - Great Executive Coaches Know How To Reflect
  You Can't Hire Great Sales People - So Stop Looking For Them
  So Thats What The Brake Pedal Is For! Great Executive Coaches Add Balance
  What does a CEO do What is their job discription
  Getting Past the Executive Gatekeeper
  What Is That? Great Executive Coaches Add Perspective
  Searching for Executive Presence
  7 Ways to Name Your Prospect
  Executive Presence and Leadership Development
  Selling to C-Levels - 8 Interviewing Tips to Easily Close Sales
  How to choose your executive coach -1
  Home Business Expert: Direct Sales Is An Economic & Recession Proof Business
  Getting through the Gatekeeper
  Executive Coaching and It's Value
  Hiring Sales Management Applicants - A How To Guide
  When Should You Write the Executive Summary of Your Business Plan?
  Executive Coaching For The Whole Person - Your Key To Success Satisfaction
  “Strategic Business Tips On How To Deal With The Departure of Key Executive, From Your Strategic Thinking Business Coach”

Article Tags: sales person, sales skills, sales techniques, selling techniques



Related Forum Posts
$1000 and a stupid idea - [quote="OmnivoreInk":8mkh1lv7]Bill and Heidi Dittmar: Executive Lifestyle founders of a magazine called Executive Lifestyle. Started in 1991. Revenue has grown more than 200% since 2004. 4 full time, 3 part time employees "We started off with $1,000 and a stupid idea." It began as This Month, a guide for tourists, and morphed into Executive Lifestyle.[/quote:8mkh1lv7] Hi Barbara, I find this story about Bill and Heidi Dittmar's success to be especially interesting! Would you happen to know what the catalyst or tipping point was for their change from a guide for tourists to an Executive Lifestyle magazine? Thanks
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...
5 Entrepreneur's success stories - My local paper's business section profiled 5 successful entrepreneurs in the Jan 6, 2008 issue of the paper. Thought I'd share just a bit of it here. Bill and Heidi Dittmar: Executive Lifestyle Jeff Wassmer: Spectrum Deloise Hawkins, Star Whitaker and Lenzy Hill: Touch of Elegance Stephen Brosius: Advanced Door Systems Pam Watson: Goodrich and Watson Insurers Bill and Heidi Dittmar: Executive Lifestyle founders of a magazine called Executive Lifestyle. Started in 1991. Revenue has grown more than 200% since 2004. 4 full time, 3 part time employees "We started off with $1,000 and a stupid idea." It began as This Month, a guide for tourists, and morphed into Executive Lifestyle. Jeff Wassmer: Spectrum Company specializes in computer network security and intelligence surveillance and reconnaissance. Wassmer was an 11-year Air Force guy, so he had "ins" in order to form this business. Deloise Hawkins, Star Whitaker and Lenzy Hill: Touch of Elegance Founded business in 1994. 12 employees. Their company designs and plans an average of 25 events each month in Hampton Roads and other parts of Virginia. Stephen Brosius: Advanced Door Systems Started company in 1995. 5 full-time employees, plus subcontractors. After having worked as a subcontractor for others in the construction business for 20 years, he decided to start his own business. Pam Watson: Goodrich and Watson Insurers At age 49, she was approached by an insurance colleague to buy out their employer's insurance division. They did so, and became employers themselves., witj 4 full-time people.
Re: History of Women in Business in the United States - Yes. Women have increasingly made positive economic contributions to society and their position is being recognized more and more as seen on the Forbes List of Executive Women. In general, women can be a bit more practical in their approach as entrepreneurs too.


Share this article with your friends. Fund someone's dream.

Leave a comment below or share on the left and you'll help support entrepreneurs in Africa through our partnership with Kiva. Over $50,000 raised and counting - Please keep sharing! Learn more.

Newsletter

Get advice & tips from famous business
owners, new articles by entrepreneur
experts, my latest website updates, &
special sneak peaks at what's to come!

Name:
Email:

Popular Articles

What is an Adaptive Organization

Smart & Simple Internet Techniques

Suggestions

Email us your ideas on how to make our
website more valuable! Thank you Sharon
from Toronto Salsa Lessons / Classes for
your suggestions to make the newsletter
look like the website and profile younger
entrepreneurs like Jennifer Lopez.