Pursuing Mastery: Encouraging the Quest for Sales Mastery

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.

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:

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1.) 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.

2.) 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.

3.) They would be constantly changing and learning, continually committed to improving themselves. “Comfort zones” would not be words in their vocabulary.  They would recognize that the world around them is changing more rapidly than at any time in their lives, and that, in order to maintain their expert standing, they must continually change and grow at least as fast as their environment.

4.) They would be company-people, willing to make changes, do what you asked them to do, understanding that they are employees of an organization which is larger than they. They would be directable, profitable, and accountable.

I could go on and on, but you have the idea.  Such a group of employees would make your business more profitable, and your life more pleasurable. Certainly, the acquisition of a group of sales masters would be a coup equal to the best, most effective things that you could do.

So, why don’t you do it?... READ THE ORIGINAL ARTICLE HERE.

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There is something incredibly compelling about being a part of an organization that aspires to something larger and more noble than others of their ilk. Something in the soul of human beings longs to be a part of something that not only strives for a better future but works to enhance the present.

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