Steps to Management Success – Step 21: Everyone Is in Sales

Written By Rick Frishman Published March 31st, 2010

STEP TWENTY-ONE

Everyone Is in Sales

A sales-centric company is a more successful company—and that begins by eliminating the all-too-prevalent “that’s not my department” mentality. Whether you’re in accounting, research, or any department of a company at all, your willingness to become more sales oriented can reap huge dividends—not only for your company, but for your career as well.

WHAT IT MEANS: Relax—this rule doesn’t mean that you have to make sales calls on your way home from work or hand out company brochures to strangers on the street. What you do need to realize is that selling opportunities do occur outside of regular channels or office hours, and it’s one of your professional responsibilities to respond to them.

If you’re like most people, you probably have some resistance to selling. The stereotype of the used-car salesman, with his high-pressure tactics, is still very much with us—but that’s really not what selling is. Selling is being naturally enthusiastic and positive about your company. Selling is recognizing when people’s needs or interests connect to something your company offers, and making a polite introduction.

ACTION PLAN: Simply be alert to the opportunities as they present themselves—while making small talk at a social gathering . . . while traveling on vacation . . . or while letting people know what you do. As they say, sales is a “contact sport”—so anytime you can add to people’s awareness of what your company does, you are adding a link to the chain. If you let just two new people a week know what your company does, that’s 100 people a year.

EVEN BETTER: Stay current on your company’s products and services as well as any other news or information that would help you to present your company in a positive and appealing way. The more you know, the more important information you’ll be able to draw on when necessary.

(Excerpted from: 10 Clowns Don’t Make a Circus. . . and 249 Other Critical Management Success Strategies by Steven Schragis and Rick Frishman)


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