|
|
|
11 Secrets to Leadership in Sales
In his classic book, “Think and Grow Rich”, Napoleon Hill discussed the eleven secrets of leadership. In reading this work, it appears that the attributes of strong leadership and effective selling have a tremendous amount in common. After all,...
Hunters and Gatherers - Are You Serving Both Their Needs?
The University of Exeter in the United Kingdom recently published research financed by Barclays Bank, which has implications for everyone who is serving the general population.
This research shows that consumers shop establishments based on...
Sales Planning
This article presents the importance of planning as it relates to selling.
You never have a second chance to make a good first impression and EVERY call requires a good first impression. Planning helps you make a great first impression every...
Sales Process – What Can You Automate
In the current complex and competitive market, managing the sales process is an important factor for most businesses. By automating a company’s sales process and efforts, one can increase its productivity.
Sales Force Automation, or SFA, is a...
The Perfect Mutual Fund
Is the Mutual Fund you build yourself! The perfect Mutual Fund you build should have the objective of owning no more than 12 to 15 companies; owning shares in 12 companies would allow the diversity needed to sleep well at night and would provide...
|
|
| |
|
|
|
|
|
|
Confessions of a Reluctant Saleswoman
This article may be reproduced in its entirety as long as the resource box at the bottom in included.
Confessions of a Reluctant Saleswoman
By Joyce M. Coleman
Like many of my generation and upbringing, I never thought of myself as a saleswoman.
When I was growing up in Mississippi, insurance salesmen and others who managed to find their way to our home way out in the country were met with skepticism. While we were happier
to see the Watkins man (yes, they were men) who drove from county to county to sell bedspreads, blankets, Watkins
products, candy, and you-name-it from the backs of their station wagons, it still was a pretty risky business, all
things considered.
Can you imagine making a living driving unpaved, country back roads, dodging farm animals, and rugged hunters with
large guns? Ugh!
As a black girl in pre-civil rights Locust Hill, Mississippi, I grew up believing that selling was not a
desirable or dependable profession. Through example and overt instruction, I was taught that my goal in life was to
get an education and become a teacher. If God intervened, I might get a good, solid job with a strong, reputable company and, through association garner even more respect than teachers and preachers. Couldn't get any better than that!
But selling? Not an option. (No one ever explained why sellers, including local fishermen, always had cash!).
So, the notion of selling never entered my mind. Although my brother and I were constantly tinkering, and hoped to one day write that great novel, new song, or develop the ultimate gadget, it never dawned on us that we'd have to
sell our creation. I guess we thought that if we built a better mousetrap, the world would magically find out about
it and beat a path to our door. Ha!
Childhood notions of our great creations took a back seat, as I made sure that I could get "a good job" (no selling). I earned a degree in Chemistry and Mathematics, but soon
discovered by trial-and-error that being a chemist or traditional teacher did not fit with my spirit. That
reality check sent me searching for an alternative. While searching, I figured I'd have a good time and see the world. I landed squarely in corporate America, where I learned
lessons that were not taught in Locust Hill.
One of my first lessons was to live is to sell! The first product I sold was ME. Imagine! It's 1968 and I am
convincing an international world-class airline that an afro'ed young black woman is the ideal candidate to be one
of its stewardesses across the Atlantic. It's 1969, and that same young woman is the ideal candidate for a management position. This process continued every few years, including
selling them on the notion that I should be the industry's first black corporate female executive.
In corporate America I earned my stripes by selling my employees, bosses, and customers on the reality that I brought better than a square deal to the table. I promised a lot, and over-delivered on the promise. However, I never thought of it as selling. I simply practiced what I'd been taught during my childhood - put your best foot forward at all times, know your stuff, always give more than you take, and show respect for others.
I have learned that no matter
what we do, we must sell something - our ideas, our capability to produce a product
or service, or someone else's ideas, goods and services. Even the heroes of my childhood - teachers and preachers -
must sell their customers on the notion that they bring value to the table.
In effect, all of us sell each day of our lives. Those who excel at it deliver on their promise; their products and services bring added value to their users. Those who purchase them tell their friends, who tell their friends, and so on.
For me, it has been a long road to realizing that one has little control over one's destiny and wealth as long as
there is dependency on a corporation or some entity (other than oneself) for employment. At the end of the day, we must look to our personal capabilities to support our family and ourselves. Just ask any of the hundreds of thousands who were recently laid off through no fault of their own, or
read lessons learned by millionaires.
It has been an equally long road for me to become sufficiently confident to develop some of those creations my
brother and I attempted back in Locust Hill. I've known for some time that people who need my expertise, and who will be happy to trade money for its value, will not find out about
it through osmosis. I must let them know about it, just as I happily touted the goods and services of my corporation all those years. Expertise, brainpower, or product, no matter how wonderful, must be successfully marketed, or "sold."
As I more closely examine my evolving notion of selling, I realize that it isn't "selling" that makes me such a
reluctant participant in an arena that creates wealth faster than any other. (By the way, it is also the fastest way to get ahead in the corporate world). It is my link to a childhood misunderstanding of the wonderful act of providing people with something that actually fulfills a dream, makes
lives easier, and provides financial freedom for so many. Each time I receive a thank you for sharing my
opportunity, book, time, or words of wisdom, I am so thankful that I've learned to appreciate the marvel of selling.
My reluctance has turned into eagerness and gratefulness as I continue to discover ways to put my own brainpower and skills to good use, on what I consider to be relatively close to my own terms. Each day I seek out new
opportunities that I share with my new and lifelong friends. Together, we are embracing the wealth-building
wonders made possible to each of us through modern technology.
Copyright 2001 Joyce M. Coleman. All rights reserved, except as noted above.
http://www.locusthillpublishing.com. Joyce Coleman is author of acclaimed book, Soul Stirrings - How looking
back gives each of us the freedom to move forward. Subscribe to her newsletter, The Business of Life at
http://www.locusthillpublishing.com/newsletter/newsletter_subscribe.html for practical tools that enhance living. Includes self improvement, wealth-
building, family issues, recipes.
About the Author
Joyce Coleman is an acclaimed author, online publisher, speaker, and consultant. She lives in St. Louis, Missouri. Her articles are widely published, and some of her other works can be found at the Mississippi Museum of History and Archives.
|
|
|
|
|
| SellingPower.com | Solutions For Sales Management |
| Targeted to sales managers and upper tier sales professionals, this magazine helps you train, educate, and motivate your sales team. |
| www.sellingpower.com |
|
| Journal of Personal Selling & Sales Management |
| The official web site of the Journal of Personal Selling & Sales Management has moved to the University of Missouri, Columbia, which is the home of the ... |
| mkt.cba.cmich.edu |
|
| Management Articles |
| Sales Management. Unleash Your Brand Ambassadors. A recent GlaxoSmithKline decision took the advertising industry by storm: The pharmaceutical giant ... |
| gmj.gallup.com |
|
| Manage Smarter - Performance Gateway |
| Manage Smarter is the online home of sales & marketing management, incentive, potential, presentations and training magazine. |
| www.salesandmarketing.com |
|
| The 5 Biggest Sales Management Blunders |
| Learn the biggest sales management blunders and how you can avoid them. Spending the necessary time wearing your sales manager hat will help foster a ... |
| sbinformation.about.com |
|
| DEI Sales Management |
| Stephan Schiffman's DEI- Management Group, offers sales training tools and educational forums designed to teach: Cold Calling and Closing Techniques, ... |
| www.dei-sales.com |
|
| Sales Management Training - Selling Seminars - Reinforcement & ROI ... |
| Offers sales and sales management training. Sign up to receive the monthly newsletter. |
| www.brooksgroup.com |
|
| Sales Management Resource International |
| Sales Management services, sales training, sales solutions, sales people. We provide a systematic approach to providing immediate sales results ... |
| www.salesmanagement.com.au |
|
| Reconnect Sales Management to Profitability - HBS Working Knowledge |
| "Work your pay plan" is one of the central tenets of sales management. ... In a similar way, top managers can reconnect their sales management to ... |
| hbswk.hbs.edu |
|
| Amazon.com: Sales Management: Books: Robert J. Calvin |
| Amazon.com: Sales Management: Books: Robert J. Calvin by Robert J. Calvin. |
| www.amazon.com |
|
| Amazon.com: Seven Secrets to Successful Sales Management: The ... |
| Amazon.com: Seven Secrets to Successful Sales Management: The Sales Manager's Manual: Books: Jack D. Wilner by Jack D. Wilner. |
| www.amazon.com |
|
| Personal Selling and Sales Management: KnowThis.com |
| KnowThis,com offers information, resources, reference and links for sales people, sales managers and other involved in managing a sales force including ... |
| www.knowthis.com |
|
| Sales Training and Sales Management: KnowThis.com |
| KnowThis.com offers information, resources, reference and links for anyone involved in sales training or sales management or other managing issues involving ... |
| www.knowthis.com |
|
| SMR Career Services |
| Sales Management Resources is a professional executive search company, dedicated to providing consumer products companies the recruitment of exceptional ... |
| www.smrcareer.com |
|
| SalesVantage.com: B2B Advertising, Marketing and Sales Management ... |
| B2B Advertising, Marketing and Sales Management Directory, Newsfeed & Business Referral Service designed for sales, marketing & advertising executives. |
| www.salesvantage.com |
|
| Contact Management Software, Contact Manager & Sales Software for ... |
| PC World Gives Prophet Contact & Sales Manager 4 Stars · eWeek praises Prophet for building a sales management solution into Outlook for a reasonable price ... |
| www.avidian.com |
|
| Sales Management- 7 Secrets to Successful Sales Management, the ... |
| 7 Secrets to Successful Sales Management, written by, Jack Wilner, one of today's leading sales management trainers, coaches and consultants, ... |
| www.7salessecrets.com |
|
| Sales Management Training |
| Sales management training for the complex sale includes business development programs and sales training seminars. |
| www.primesalesmanagement.com |
|
| Contact Management Software (SFA) price quotes - Free sales ... |
| Contact management software buying advice and free sales management software quotes from leading suppliers. |
| www.buyerzone.com |
|
| Waterhouse Group - Sales Training Programs: Consultative, Value ... |
| With over 20 years of experience in sales, sales management and sales training, ... Selling Success: The Journal of Sales & Sales Management ... |
| www.waterhousegroup.com |
|
|