When a Sales Person Becomes Valuable
What is your definition of a valuable IT salesperson?
What is your definition of a valuable IT salesperson? The answers will vary greatly depending on whom you speak with, but the general consensus is that sales people tend to be a nuisance. One of their most common faults usually focuses on their lack of attention around solutions to business needs. Instead salespeople try and circumvent the process and call for you for a purchase order based on fleeting details from a previous meeting. It’s this one-dimensional and transactional approach that gives the profession a bad name. And let’s not forget the end of a quarter – where there is always a deal to be had…
Having said that, what does a valuable sales person look like? I believe this starts with one who is always prepared for your meeting. One who understands your business and the role IT plays within it. This salesperson goes the extra mile to know your business initiatives, and stays informed of any changes as time moves on. This is a person who works with both you and their team to provide insights into the technology solutions that will help you deliver on those initiatives. A valuable salesperson, in my opinion, is one who approaches their chosen career with professionalism and integrity.
I have spent countless hours with each of my clients and partners to get their feedback on what a valuable sales person is. I hope to share what I’ve learned along with my anecdotal evidence from my day-to-day encounters. More than anything else, I have learned that to be your best you must be passionate about what you do… and that’s what I hope this blog will convey! Stay tuned…