Our first mission is to help our clients achieve growth and success. Our second mission is to enhance the image of sales people by elevating the standard of professionalism.
About Randy – I'm a salesman and a student of sales. I am fascinated by the mechanics and the psychology of it.
I choose to think about selling as being productive and helpful as opposed to manipulative and coercive. My objective is to facilitate a transaction if it is in the best interests of the buyer as well as the purveyor. You've probably had at least one good and one bad experience with a sales person. Think back to the bad one, it probably occurred at an inconvenient time, you felt rushed, you had incomplete information, you felt slightly manipulated and the atmosphere was adversarial. Now remember the good one, you probably learned something new, were enlightened and engaged, you felt as though you were speaking with an advocate and in the end confident that you received a fair deal.
Unfortunately the majority of sales people act in a short sighted self-serving way and are generally regarded as anything but professional. Why is this the case?
There are, I believe, two inter-related reasons. Number one: Sales training. There happens be very little understanding about the difference between a good sales person and a bad sales person, or why one person sells a lot and another doesn't. Since the person in charge is unsure how to find the good ones, or how to train the bad ones, her only choice is to cast a wide net and hope for the best. This explains the numerous sales positions, the high turnover rate and the low barriers to entry. Which brings us to reason number two: Low standards. Almost anyone can walk in and get a sales job in most cases. One exception would be for a very technical product where much product training is necessary and therefore industry experience becomes very important. Another would be in a regulated industry where a license is required. Low barrier to entry means you have a lot of individuals with no genuine interest in sales. Perhaps they want to see what it's like, or they heard it pays well, or maybe they just needed a job. That individual is not going to take it upon himself to learn the correct method, practice, and become an expert. So you end up with confused managers trying their best to teach unmotivated misfits how to sell. The misfits become discouraged, rejected, and eventually move on to a more appropriate career.
Regrettably by now the disservice has already been done to themselves, their companies, the prospects and every other sales person.
It's because of this our focus goes beyond our clients' bottom lines. We must improve the perception of our chosen profession.