I’ve yet to see a sales book or training course that starts with the premise that sales should be enjoyable. Instead, the courses and books I’ve seen in my 25 year sales career have focused on some or all of the following:
- Sales is hard work
- How to speak to people
- How to listen to people
- How to close a sale
- How to open a client engagement
- Prospecting/lead generation
- Calling clients
- What to do in meetings
- What not to do in meetings
- Back to basics – cold calling
- Defined percentages of where we are in a sales cycle
- Numbers, numbers….more numbers!
- Behavioural change
- How to achieve quota
On the face of it, all of these make sense – after all, if we don’t do these things right we’ll never get anywhere.
However, I’ve come to believe that whilst all of these basics are important (and I will cover them), I also believe that the vast majority of salespeople are just trying to get by in the day-to-day grind of life and unlocking the enjoyment of sales will vastly increase performance and satisfaction.