Change in recent years has created far-reaching implications for anyone in the sales field. Globalization, technology, universal access to information, and the recent economy have changed everything. If you want to succeed in this turbulent arena, you will have to be more knowledgeable, more responsive and easier to do business with than ever before.

You will have to do some of the things you already do, but you’ll have to do them better. You’ll have to do some things differently. You may even have to learn some new skills and techniques. Whether you are selling a product or service; whether you represent a well-known, established company or a brand new start-up; one fact remains clear: it is unlikely that you will maintain a competitive advantage unless you continue to improve your ability to attract and keep customers. Chances are if you continue doing things the way you have always done them, you will lose market share instead of gaining it. You are the catalyst for improving your results. Your success and the success of your company depend upon your ability to reinvent yourself and your processes and apply them for improved results.

The key to everything is action. All the knowledge in the world is of little value unless it is put to use. Knowledge is not power, applied knowledge is power. Excelling in a sales profession means never accepting less than the best … from life and from you. Excellence is not a position. Excellence in sales means being the best you can be. It’s a continuous process of stretching yourself, your abilities and your skills. You are the critical factor in reaching higher levels of success. The road to success is always under construction. There are always improvements to be made.

In today’s competitive environment, sales represent the critical cog in the success of any operation: revenue generation. Sales is the lubricant for the wheels of all business. It is the link between the production of all products and services and the consumption of all products and services. All business is sales driven.

Whether you call customers “accounts, clients, patients or members,” in sales terms they are customers. Regardless of what your organizational term is, you need them to keep you in business. In the book, Thriving on Chaos, Tom Peters suggests that professional salespeople are at the heart of business and that for a business to survive and succeed, extensive development of salespeople is essential.

A top IBM sales executive once said it very simply, “If they don’t buy you, they sure aren’t going to buy whatever else you’re selling.” There is a great deal of wisdom expressed in that opinion. Truly successful salespeople are never satisfied. They are constantly striving to improve their prospecting skills, their presentation and their customer base. Success belongs to those who refuse to be satisfied with the status quo. “I am doing okay,” may well be the four most dangerous words in a salesperson’s vocabulary. Satisfaction with the status quo is one of the greatest deterrents to achieving success. Preparation for success begins with your commitment to learning what you need to learn and doing what you need to do.

You are the cornerstone of your success. Innovative ideas and finely developed skills are required to realize that success. You must continuously strive to develop skills that are effective in today’s complex environment. Focus on improvement and excellence. Satisfaction with the status quo has no place in the world of sales today. Remember, it is better to dare mighty deeds than to live a life of quiet desperation and wonder what might have been.

Author Bio: Tammy A.S. Kohl is President of Resource Associates Corporation. For over 30 years, RAC has specialized in helping businesses accelerate results through sales development and sales coaching. For information go to http://www.resourceassociatescorp.com or contact RAC directly at 800.799.6227.

Category: Business Management
Keywords: sales, success, tom peters, thriving on chaos, status quo, applied knowledge, Resource Associates