Helping your Sales Team Pursue Mastery

Published: Thu, 07/07/22

Pursue Mastery: Encouraging the Quest for Sales Mastery

Excerpted from Chapter 13 of Transforming Your Sales Force for the 21^st Century, by Dave Kahle

One of the higher-order sales leader’s initiatives is this: To encourage your sales team to strive for mastery. The dictionary defines mastery as this: to become an expert in. A “master” is someone who is “very skilled and able in some work, profession or science.”

I have an easy way of defining a sales master – Someone who is in the top five percent of the profession.

Imagine what your company would be like if you had a group of sales masters.

Your customers would be committed to you. Your market share would constantly grow. Your suppliers would be lining up at the door to get you on their side and to offer you special deals. Only the wildest dreamers could think of the things you would be able to do with your business. You’d be immensely profitable, and your sales force would be one of the most valuable assets you could imagine. Truly, having a group of sales masters would transform your business.

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The payoffs from such a transformation would be so big, it’s worth playing a little, mentally, with the idea. What would be the characteristics of a group of sales masters? How would you know if you had such a force? Here’s my list:

They would be recognized by the people with whom they interacted as expert, exceptional performers. That means that the manufacturers whose lines you represent, the customers with whom they work, and your internal people would all recognize your sales force as exceptional salespeople.
They would be measurably more effective and productive than their colleagues in other companies. They would be more profitable to you and would be more highly compensated than the average.

They would be constantly changing and learning, continually committed to improving themselves. “Comfort zones” would not be words in their... READ THE FULL ARTICLE HERE.

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