Selling is in the 21st century much more challenging and interesting than ever. Some people think that selling is about copying past successful plans and apply them again, again, and again! Wrong! Sales is much more than that! Increase, change, cut, create, or innovate are all words that can and should be applied to sales. Strategizing a commercial plan that is aligned with your present, and NOT with your past goals, will be hard work and requires creativity, though a good start towards success.
In my opinion, if one wants to be a successful sales fellow or business developer, one needs to understand what is at stake first and create a customized plan to tackle the situation at hand. Sometimes one can copy a previous and successful process and be successful, though nothing nor no one can guarantee success just because in the past that same process/plan worked. Furthermore, today’s word is changing faster therefore the best solution is to anticipate and innovate. Obsolete processes and plans must give up to new more customized and creative ones.
Sales is a challenging function that depends more than ever on information and preparation! When starting a sales process with a client or prospect the sales time must be really prepared with a strong file not only on the client that they are prospecting or selling to, but also on the external environment and client’s industry. Sales is all about preparation, listening, and finding the best and unique solution to present to client. An open mind, hard work on preparing and studying everything relevant on the client, and an outside-of-the-box thinking can help sales fellows achieving their goals in a time where everything changes fats. Never forget the service that goes with the sales, it is key on gaining loyalty and positive word-of-mouth.
Sales is still a very important function within a company and able to make a business successful or a totally disaster, though it needs to be working with all company departments in a collaborative way. For instance, Business and Client intelligence must be passed onto Sales in a straight forward way ready to be incorporate it into the commercial strategy. An efficient controlling systems created and managed in a collaborating way with the accounting and financial departments is also key. My point is, a collaboration culture is key to be competitive and winning the market.