Understanding the Sales Force

For the first time, I knew what it felt like to totally suck at something other than golf.

The fritters came out mushy, like pudding.  They lacked flavor, like cauliflower crusts.  Instead of looking like apple fritters, they looked like cookies.  You can’t believe what an epic failure this was!  I would have been better off to outsource which, in the apple fritter world, would have meant a trip to Dunkin or Starbucks and it would have been perfect!  And that, somehow, leads me to sales performance.

Elon Musk doesn’t care whether you like him or not.  He doesn’t care what you think about him.  He doesn’t care what you say about him.  All he cares about is that he is getting a lot of attention.

How does this apply to sales and selling?

Salespeople need to be much better at prospecting instead of hiding behind emails and LinkedIn messages.  They need to be better at the discovery call and qualifying.  They need to improve their listening and questioning skills.  They need to improve their ability to reach and build stronger relationships with decision makers.  They need to improve their ability to sell value.  They need to improve their ability to execute the company’s chosen sales process and sales methodology. They don’t need the distractions of off-topic reading.