A Professional Sales Force

by Dave Kahle

It’s one of the most common laments I hear from CSO’s:

     “I wish I had a more professional sales force.”

     No doubt that thought has passed through your mind at some time in the recent past.  You’re not alone, of course.

     Let’s take a look at what it really means, why it is such a common malady, and what you can do about it.

     First, let’s acknowledge that there are individual salespeople who are very professional.  I have personally met and worked with literally hundreds, if not thousands of them.  There is, scattered about, an occasional company that can honestly boast of a highly professional sales force.

     If you happen to be one of the highly professional, please don’t take offense.  I’m not talking about you.  You are an inspiration and encouragement to me as well as a pleasure with which to work.  Having said that, please understand that the vast majority of your colleagues do not share your professionalism.  They, not you, are the focus of this article.

     What does it mean to be a “professional salesperson?”

Are your sales people ‘sharpening the sword’?

Sales people often become stuck in their comfort zones and allow their skills and disciplines to slide.  It’s human nature.  But, it’s not good for them or you.

Help them burst out of their routines with a short, weekly reminder. Sharpening the sword couldn’t be easier with our Kahle Way® B2B Selling System program.

A few minutes a week, for less than the cost of lunch.

Learn more here.

Other people can teach you to sell.  We empower you to sell better.

Four Basic Characteristics of a Professional Sales Force
 

1.  A professional salesperson strives continually to do a good job
     This sounds so simple, but it is often the first complaint I hear.  The world is full of salespeople who have plateaued at a certain average level of performance and are content to remain there. Too many sales people are satisfied with just doing the job — with mediocre performance.  Why?  Because they don’t see it as a profession, they see their work as a job, a necessary inconvenience that fills the work week and provides a paycheck.

     The professional salesperson sees the job as a challenge to continually strive for greater performance and more personal growth.  He/she understands that professionalism demands a commitment to excellent performance, and strives to deliver.

2. A professional salesperson is a good employee
     I wish I had a dollar for every salesperson I’ve run across who thinks of himself as an independent business person with no compulsion to follow the company’s directions.  They consider themselves outside... READ THE FULL ARTICLE HERE