The Sales Archaeologist

Recently many of my posts have found their way onto some other sites – sometimes they are simply re-posted like this one on the customer collective site. Other times I have been asked to create some unique content and I now have several posts like that on the Invoke Selling website. Then again some of my posts have found their way into weekly VC newsletters like this.

We have other great material right here – click to my right and read work by Chris Mott and Jason Schwartz, click to my left and read Dave Kurlans’ blog

Dave finds his material posted on far more sites than mine!

At this point you are probably asking, what’s the point Frank?  Is this just some form of bragging? (although we don't know why)

No, it demonstrates on a very small scale the wealth of helpful information that is readily available and free to sales people, sales managers and leadership teams. All that needs to be invested is a little time. Sales people - Do you “sharpen your saw” every day? Sales Managers - Do you share a tip or something you learned that might help your team every day? If the answer is no then I would like to know the excuse, because there really isn’t any.

If you take the profession seriously then why not invests just 15 minutes a day to improve? Read a sales blog, read a few pages from a sales book or even listen to a recorded one while you work out or drive to a meeting.

If you manage a team of sales people try this. Go to Amazon.com and order a few books, give each member of your team a different book and then assign them to read it and at your next sales meeting have them share what they have learned that they and now your team could apply. I guarantee this will be one of the best sales meetings you have ever had furthermore interesting things will start to happen to your sales forecast as well.

There is a saying in the digital marketing space, “content is king”. The Kurlan team and countless others are trying to provide excellent sales content, which is actionable every single week. So the content is available, but the content that matters to the sales professional should be the content that they take in, the stuff that fills the grey matter between their ears. There is another saying in the technology space “garbage in, garbage out” or GAGA – if you spend more time watching Jersey Shore, the Bachelor or Football than you spend honing your craft then surely it might be time to ask the question – is sales really for you?

Make an honest assessment, look in the mirror and adjust your goals accordingly.