Sales Development - Through Knowledge, Use and Consistency
Posted by Frank Belzer on Wed, Mar 02, 2011 @ 01:41 PM
So the term Sales Development means what exactly? If we were to discuss muscle development what would we be looking at for a program? What would it take to be toned and healthy?
That depends on where you are starting from to some extent, if you are extremely small framed or very obese you would require much more help and over a much longer period of time to become Mr. Universe compared to someone in relatively good shape. The same holds true for sales development whether we are discussing an individual, a team or an entire company.
Regardless of where you start however three things have to happen - in either sales or body building - for something to really be categorized as development.
- Knowledge - you have to understand what needs to be fixed and what muscles need work and how they need to be worked. In the physical realm we might visit a personal trainer, watch videos or use machines designed to help us do the right things. In sales we need to Evaluate where we are and have a plan as to how to get better.
- Use - we have to have a daily regimen. Knowledge without use is pathetic. We have found that many sales professionals might know what to do but do something else entirely.
- Consistency - over the long haul is how people really develop. Years. Sales people sometimes think that one class or one book will fix them right up. Not so, most sales people - even veterans require a minimum of 6 months to become true top performers.
So don't use the phrase "sales development" unless you really understand everything involved.
