21 - Ownership is the No 1 Sales Talent

In this episode, we look at the one thing that a modern B2B salesperson needs to do and buy into, if they are to provide value to their company, colleagues, cusomers and themselves. And it's this: take ownership - of everything.  

In the past, sales training and investment were not priorities, but now, with the abundance of tools, methodologies, and content available, the expectations for salespeople are higher than ever. Buyers are demanding quality dialogue and value in their interactions with salespeople, posing a challenge for those in the field to prove their worth.

To excel in sales, one must have strong recovery and coping skills, as it is a role filled with obstacles and uncertainty. Taking ownership of everything, including problems created by others, allows a salesperson to find solutions and gain the support of their colleagues. This alignment and support from other departments within the organization are crucial for success. Sales managers must focus on building a sales architecture that measures progress and provides clear forecasting and a well-built sales pipeline.

By shifting our focus to ownership, we can build the ideal sales pipeline and avoid constant stress from setbacks. As sales leaders, it is important for us to provide our teams with the necessary tools and resources to execute their roles effectively.

Just like owning a franchise, we must take ownership of our sales role and make things happen, even in the face of challenges. Rather than asking for everything, we should utilize what we already have and anticipate and overcome obstacles to meet our targets. It is also essential for salespeople to have expertise in the domain and subject matter they are selling, not just sales skills.

Ultimately, a successful sales operation relies on individuals who are willing to take ownership and responsibility for everything. This mindset, combined with a well-structured sales pipeline, can lead to sustained success in the sales industry.

 

0:00:59 The Evolution of Sales Tools and Methodologies
0:01:54 Challenges Faced by Salespeople in the Modern Era
0:04:40 The Need for Value and Indispensability in Salespeople
0:12:38 Ownership and Narcissism in Sales Performance
0:14:19 The Importance of the Ideal Sales Pipeline and Measurement
0:15:10 Taking Ownership to Avoid Ups and Downs in Sales
0:15:59 Execution Architecture for Franchise Strength in Sales
0:17:36 Taking Ownership and Making Things Happen in Sales

 

Visite https://www.salesvirtual.com for more content and extended show notes on this subject.