Sales as a Career Choice: The Good, The Bad, and The Ugly
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I covered topics such as why students should consider choosing a career as a Professional Sales Executive, the exciting benefits & risks, corproate growth potential, financial security & insecurity possibilities, and what skills they should have or aim to gain in order to be successful in a Sales career.
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Sales as a Career Choice: The Good, The Bad, and The Ugly
- 1. Sales as a Career Choice: The Good, The Bad and The Ugly By Steven Tulman Email: stulman@icmconsulting.com Twitter: @StevenTulman LinkedIn: ca.linkedin.com/in/stevetulman
- 2. Why a Career in Sales? 1. Do you want to have unlimited income potential? 2. Do you want to run your own company or be the CEO of another organization? 3. Are you good at managing your finances? 4. Are you ready to work hard and have fun? 5. Almost Recession-Proof
- 3. About Me • MenuPalace.com • Dealfind.com • The Biz Media • SEOlogist • Info-Tech Research Group • ICM Consulting & Media Corp. • One Core Media – Ecommerce Solutions
- 4. The Evolution of Sales Providing Solutions Mid 70’s to late 90’s Building Relationships 1950 to 70’s Building Partnerships Late 90’s to Now
- 5. The 2 Breeds of Sales Professionals Are you a hunter or a farmer?
- 6. 2 Kinds of Sales Jobs Inside Sales Vs Outside Sales
- 7. Choosing Your First Corporate Sales Job • What are your options? • Where do you look? • How today’s choice will affect you tomorrow? • What to expect when you start?
- 8. How to Excel in Sales: The 6 Main Attributes that Will Make You Successful 1. Empathy (EQ) 2. Product and Industry Knowledge 3. Focus 4. Accountability 5. Enthusiasm 6. Ego-drive
- 9. The 10 Step Sales Process 1. Prospecting Stage 2. Qualifying Stage 3. Initial Meeting 4. Needs Analysis 5. Product/Service Demo 6. Proposal/Quotation Presentation 7. Influencer Approves 8. Key Decision Maker or Committee Approves 9. Purchasing Approves 10. Product/Service Delivered & Payment Received As seen in the QUOTA Sales Training System
- 10. Developing Your Skills as a Sales Professional • A sale is the result of all of the actions leading up to the decision • To sell more, strive to improve your skills and perfect your process
- 11. Developing Your Skills as a Sales Professional *Suggested reading: - The Challenger Sale: Taking Control of the Customer Conversation by Matthew Dixon and Brent Adamson - SPIN Selling by Neil Rackham - Selling to VITO, the Very Important Top Officer by Tony Parinello
- 12. Building Your Sales Pipeline and Managing Your Funnel When does 5x=x?
- 13. • The 5 Times Rule: Always have 5 times your sales target in your active sales pipeline Building Your Sales Pipeline and Managing Your Funnel When does 5x=x? When you’re in the world of Sales!
- 14. How to Climb the Corporate Sales Ladder • The best salesperson is rarely the best manager • To grow into management, you must acquire a new skillset *Suggested reading: - Coaching Salespeople Into Sales Champions: A Tactical Playbook for Managers and Executives - by Keith Rosen - Coaching for Performance: Growing Human Potential and Purpose – The Principals of and Practice of Coaching and Leadership - by John Whitmore
- 15. Q &A The End By Steven Tulman Email: stulman@icmconsulting.com Twitter: @StevenTulman LinkedIn: ca.linkedin.com/in/stevetulman