Being based the in the Los Angeles area, you almost can’t go a day without running into someone associated with the television and movie business. Not so much stars, as those wanting to be one or the droves of those who work behind the camera. One thing sales people have in common with everyone in that industry is “action”.
Now before you roll your eyes thinking “Oh, I get it. This is going to be about getting your sales people off their duffs and get into action”, you’re only partly right. Yes, like that film and television industry, you can do all the lighting and camera preparation, get the costumes and make up just right, but until the actors hear “action” while the cameras roll, it’s all just preparation and nothing else. It’s NOT product or production.
And yes, your sales team must prepare for their battles in the sales world, knowing their products best features, knowing how to overcome objectives, design a clear path of “yes’s” to bring the customer to the sale and be aware both of their ability to deliver, their competition, their margins available to discounts (if necessary) and such – all before there is any “action”.
If you’ve ever known anyone in the entertainment businesses, then you know there is one other special element to the moment of “action” - they all hunger for it. They all know without that moment when the director says “action” and cameras roll and all their work is put to work towards a final product, their work is moot. They ALL live for the pride that comes from doing a good job and it being captured on film or tape.
That’s the spark sales managers and directors need to ignite in their sales team. It’s so easy to let the early turndowns and rejections stop the “action” of selling. It’s important to recognize the busy work sales teams can find when they’re not moving forward and getting more “action”. Some call them excuses, others call it additional preparation – but in the war of selling, it’s just hunching in the foxhole – yet it doesn’t help to preserve their sales life.
The solution is to create ways to track action for your team. Create contests or visible charts that they can all see to inspire, ignite or awaken their desire for “action”. Have group meetings to discuss tactics appropriate for your team to achieve motion, action, activity so that they don’t dwell on their “numbers” but on their actions. Bring a sense of confidence and trust to them but let them know action is what leads to sales. Action, action and yes, more action.
In the end, it’s the people in charge of the sales who must work to get action from their team. Don’t be afraid to try new things to generate discussion and a sense “team” while listening for their fears and issues. Get them trusting the process of your sales management and push them for action. Action leads to results – one way or the other. And every result gets your team closer to meeting the needs of your company’s bottom line.
Now before you roll your eyes thinking “Oh, I get it. This is going to be about getting your sales people off their duffs and get into action”, you’re only partly right. Yes, like that film and television industry, you can do all the lighting and camera preparation, get the costumes and make up just right, but until the actors hear “action” while the cameras roll, it’s all just preparation and nothing else. It’s NOT product or production.
And yes, your sales team must prepare for their battles in the sales world, knowing their products best features, knowing how to overcome objectives, design a clear path of “yes’s” to bring the customer to the sale and be aware both of their ability to deliver, their competition, their margins available to discounts (if necessary) and such – all before there is any “action”.
If you’ve ever known anyone in the entertainment businesses, then you know there is one other special element to the moment of “action” - they all hunger for it. They all know without that moment when the director says “action” and cameras roll and all their work is put to work towards a final product, their work is moot. They ALL live for the pride that comes from doing a good job and it being captured on film or tape.
That’s the spark sales managers and directors need to ignite in their sales team. It’s so easy to let the early turndowns and rejections stop the “action” of selling. It’s important to recognize the busy work sales teams can find when they’re not moving forward and getting more “action”. Some call them excuses, others call it additional preparation – but in the war of selling, it’s just hunching in the foxhole – yet it doesn’t help to preserve their sales life.
The solution is to create ways to track action for your team. Create contests or visible charts that they can all see to inspire, ignite or awaken their desire for “action”. Have group meetings to discuss tactics appropriate for your team to achieve motion, action, activity so that they don’t dwell on their “numbers” but on their actions. Bring a sense of confidence and trust to them but let them know action is what leads to sales. Action, action and yes, more action.
In the end, it’s the people in charge of the sales who must work to get action from their team. Don’t be afraid to try new things to generate discussion and a sense “team” while listening for their fears and issues. Get them trusting the process of your sales management and push them for action. Action leads to results – one way or the other. And every result gets your team closer to meeting the needs of your company’s bottom line.
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