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Title: The Career Salesperson [Buy]
Author: Stephan Schiffman
What's it about? The motto of Schiffman's book is “recharge your drive and ambition, no matter what your age.” It's an insight into the qualities you'll need as a salesperson right through to the end of your career. From treating potential employers like customers to working with younger colleagues and managers, Schiffman tackles the issues facing senior salespeople in the industry and shows how to rejuvenate your career.
Key quote: “Whatever you do, remember you are a person who has demonstrated the skills to build business.”
10 thing you need to know:
1. New opportunities
When looking for new sales jobs, treat every opportunity as a chance to sell yourself. Selling is what you do, and there is no better time to show your abilities than in an interview. Never burn your bridges, always use your connections to network and find new opportunities. Handle interviews as if you are the product, don’t boast, just show why you are the solution to their problem or need.
2. Sales management
Many salespeople will have the opportunity to take sales manager jobs, with the chance to become a higher ranking executive and earn more. Some sales professionals will always prefer to be more involved in day to day sales than being a manager, but taking such a position might allow you to learn from the team you manage and improve.
3. Embrace the sales ethos
Scheffman’s focus is on salespeople who are older than their contemporaries, and the challenges they face. Focus on your goals: you’re in the industry to makes sales. You will face challenges as you get older, but you have to sell because that is what you’re ultimately judged on. Keep your eye on the sell and this will help remedy other challenges.
4. Use your experience
Recognise and play to your strengths, the primary one being experience; as this is something younger salespeople don’t have. Use it, don’t try and be the younger salesperson you aren’t. The markets are changing, but some things won’t change; your experience is invaluable here.
5. Establish relationships
Your younger colleagues will be aware as you are that a difference in age may affect your working relationship, so focus on what you have in common; sales. Be proactive to ease any tension by aiming to hit your targets with your colleagues, because in sales results speak loudest.
6. You’re not entitled
As an experienced sales manager there is one thing you must remember, you are not entitled to your position. Don’t “live off your book” by relying on return sales; this will make you and your team complacent. Always pitch for new business and try to be as enthusiastic as when you started.
7. Judge not…
Don’t be quick to judge your younger colleagues, and never underestimate young sales managers. Assume they can perform as well as an experienced one, but never hesitate to offer your experience and knowledge of the market to them. But with customers as well as colleagues, don’t dwell on the past. Demonstrate wisdom, not nostalgia.
8. New habits
Whilst you can teach, you can and must learn as well. Old habits never serve you well in an environment as fast moving as sales, so stay on your toes and be receptive to what you can learn from your team. Often returning to basics can rejuvenate your attitude or approach to your career.
9. Vary your pitch
“A smart sales pitch trumps a cute one.” Don’t resort to antiquated sales gimmicks, if you have years of experience in professional prospecting and pitching then stick by this methodology, not the cheesy one. Gimmicks are a thing of the past in sales, don’t be a reflection of a past sales era.
10. Never sell yourself short
If you find yourself looking for a new sales job or in a review, never sell yourself short. One of the traps more senior sales people fall into according to Schiffman is selling yourself short. Whilst over confidence may be a symptom of youth, first and foremost you are a salesperson, so sell yourself!
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