Bob Hope, one of my all-time favorite entertainers delivered one of the greatest and most memorable movie lines ever spoken in this clip from the 1940 movie The Ghost Breakers. Wearing his signature straight face, he presented his comic interpretation of what was being portrayed to him. While the vivid description of what constitutes a zombie may in truth be embodied by all things both democrat and republican, it was funny to hear in that context, especially in a seemingly endless election year.
Sadly, the description of a zombie, as presented, could have actually been attached to the term salesperson. A salesperson lacking purpose, focus, goals and a sales plan might indeed be easily confused with a zombie, at least from a behavioral standpoint as described in the clip. Sales direction is critical to sales success, yet how many of us will get up in the morning, get in our car and wander aimlessly, hoping that someone will give us an order? There are many salespeople wasting their time each day "beating the bushes" and accomplishing little. Lacking real direction and purpose, frustration soon will set in, paying the salesperson exactly what they have earned for their meager and pointless efforts.
Salespeople must have goals. We must be expectant of the sale. We must be convinced beyond any doubt that our products and services offer real value. We must then act to bring our prospects and products together. All of these are critical to the selling process and the achievement of closed sales, repeat buyers and extended relationships. Otherwise we may actually begin to resemble the zombies mentioned earlier.
It is far better and more productive to schedule an office day to plan effectively and to design a sales strategy rather than to wander out of the office with no purpose or plan. Zombies do not and cannot close sales.
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Daniel Sitter
Author
Stumble It!
But, really, everybody should have goals. If one is not focused on specific goals, wherever one ends up is...well...where one ends up. And if one keeps driving around aimlessly long enough, one ends up in the ocean. Sales, marketing, fitness, whatever - you can't reach a goal unless you have one.
Posted by: David Leonhardt | May 14, 2008 at 10:47 PM
Sales Managers have a wide variety of responsibilities in today's competitive landscape that they are faced with. This certainly makes finding the time for sales management and sales planning a challenge. In sales management we know the importance of executing sales with a sales plan. To ensure the passing of this skill to sales reps, we need to teach them to create a successful sales plan and execution strategy. Since time is limited, using sales templates and tools will help to maximize the interaction with Sales Reps to get the most measurable performance gains for the time spent.
Posted by: Paul Brown | June 03, 2008 at 12:25 PM
Sales people not only need clear goals and purpose, but a process. Just the other day I didn't follow my process (against my better judgement) and boy was I sorry. Now my selling cycle for this project is at BEST longer and at worst, the deal is lost.
Here are some lessons:
- Don't forget to get the names of ALL the people who will be in on the decision.
- Never, ever, ever, no matter how tempting go to a meeting where ALL the decision makers are not present.
Posted by: Ivana Taylor | June 04, 2008 at 07:12 PM