Too lazy to read? Here’s the highlight: Do your buyers see the authentic you? Or, have you allowed yourself to become a drab clone of every other seller that darkens their doors? (One is better than the other. Read below to learn which)
Here’s a great quote from Bob Bradley, former coach of the US Men’s National Soccer Team and current coach of the LA Football Club (LAFC) in Major League Soccer.
It’s from a recent interview with Bradley conducted by Noah Davis for ESPN.
“I say to (our) players that in order to have a good team, you have to show up every day and you have to show who you are,” Bradley said. “You have to bring your personality. To have a good team, to be a good player, you have to have personality. It’s got to come out. That is key to everything. If people come and are afraid to let anybody know who they are, or they’re still hiding behind something, then we have no chance.”
This totally applies in sales. For both managers and individual contributors.
If you’re in sales management, confronting the dire statistics about sales force performance and attrition rates, this should resonate with you.
Are you helping your sellers to be the best version of themselves in front of their buyers?
Or, instead, are you squelching the ability of your sellers to inject their personality into their selling?
I hear from individual sellers who feel incredible pressure to act like some model “top performer” rather than learn to sell like themselves.
Are you so driven by your process and metrics that the individual is crowded out?
Process and metrics don’t win orders. People do.
Hey, if you’re an individual contributor, are you showing your buyers who you really are?
Are you bringing your personality and character to this important collaboration with your buyers?
Do your buyers see the authentic you?
Because that’s who they’re going to buy. Not some drab clone of every other seller that darkens their doors.
So, stop conforming and start performing.
Experiment. Try new approaches with buyers. See where the real you fits.
And, stop comparing yourself to people who aren’t you.
Measure your progress today against where you were yesterday.
And keep experimenting.
As Ralph Waldo Emerson wrote:
“All life is an experiment. The more experiments you make the better.”
Amen to that.