Team Alpha 375

Sales: The Leader of the Future
by Justin Gittelman

A sale isn’t just about numbers anymore. It is about what you do for your community’s greatest good. Everyone can succeed at selling, but the difference between average performance and sales success comes from those who put aside the bottom line and have a higher intention with a larger purpose.

From that, sales numbers will be a byproduct. When this connection with a higher purpose is achieved, you no longer become a sales performer, but a sales leader.

Now is a great time to go after greater market share and become the sales leader of the future. Our current fragmented business climate means that anyone has the chance to become king of the hill.

There is plenty of business out there. Now, is the time to take the actions necessary to guarantee great results!

Follow these sales ideals and create sustainable revenues you’ve always dreamed of:

Ethics. In the increasingly conscience-focused marketplaces of the 21st century, the demand for more ethical business processes and actions is increasing. While it may be difficult to tie ethical behavior directly to the bottom line, a lack of ethics will definitely have an impact on future sales. This is evident with Toyota. Internal memos within Toyota acknowledge that the auto company knew about the sticky gas pedals years before problems and car accidents were reported and the current mass recall was issued, but the car company remained silent. Now, they are seeing the negative effects – sales are decreasing and their brand, which was once viewed as synonymous with top quality, is suffering.

Sales Leadership Lesson: Develop a personal code of ethics and stick to it.

Values. Values allow you to distinguish between right and wrong in the business setting. Looking at values on a simpler level can help. Harley Davidson has five main values that they have built their 100-year-old company from: tell the truth; be fair; keep your promises; respect the individual and encourage intellectual curiosity. These values are simple and can be applied every day to improve yourself and relationships with others.

Sales Leadership Lesson: Identify and stay true to your values and understand their importance in business.

Service Mindset. The new sales leader is not the hard pressing, demanding, self-serving individual of the past. Quite the contrary, the new sales leader is servant-minded. Instead of seeking to be first in the race to the top of the hill, the new sales leader brings others to the top of a higher mountain with him or her. Being selfless allows you to seek out a team, and together get more accomplished. Clients are part of your team, not just purchasers.

Sales Leadership Lesson: Serve. Make the transition from self to selfless.

Willingness – This refers to being open to feedback. All sales leaders are willing to improve consistently, not just when things go wrong. To get the best feedback, speak in your client’s lingo and solicit feedback in a way the client understands. Feedback is a tool used in business coaching. It allows you to listen and process ways in which you and your organization can improve and in turn, growth will occur.

Sales Leadership Lesson: Be willing to hear feedback and become a better listener.

Contribution. Be a part of the bigger picture. The sales leader is there to fill in the gaps, aspiring to achieve greatness, and to always be part of the solution. Pharmaceutical company Merck was named among the 100 Best Corporate Citizens for 2010 in Corporate Responsibility magazine because of its work in Botswana to provide treatment, care and support for those with AIDS , as well as with helping children in the United States who suffer from Asthma.

Sales Leadership Lesson: Look for ways to contribute and be useful. Look out for the team and its needs first.
I’ve learned from people that have emanated these qualities. They shared them with me freely and always were available to help and support me in my professional development. As I strive for greater and greater levels of success in business and life, I aspire daily to achieve these types of results personally and in business. I wish the same for you.