After yet another long wait, I’m writing my first blog for 2012. As much as I’d like to make it a personal note, I decided to speak my mind on sales since it also this time of the year where companies and organizations mostly stage their sales kick off events.This year, I’m blessed to be invited to speak in different sales rally events and I take such a rare privilege share my thoughts. My entry for today touches on the essence of sales rally, many of them call it “ra-ra”.
Can sales rally really rally your people?
The answer is both a yes and a no. And based on my personal experience, sales rally can and cannot make a big difference in the coming year.
Sales rally can rally your people behind whatever goal you set for this year if your resource person during the rally shares the sentiments of your sales people. I believe in the power of connection—the ability to touch the heart of people for the purpose of inspiration and motivation.
Whenever I speak on sales rallies, I usually don’t talk about sales. One, sales people have probably more experience in selling than I have. Two, they have been hearing the term “sales” for the entire year. I think sometimes, it doesn’t sound sweet to the ears anymore especially during off-peak seasons where sales is down.
What I speak about is the very essence of selling. Personally, I’d like people to understand that selling is beyond the exchange of value like in a buyer-seller relationship. It is about understanding the value so that both the seller and the buyer can create a fair, satisfying environment.
Selling is about giving people something that can improve their quality of life. Somehow, it means a seller has an opportunity to help and make a difference. I’d like to highlight the importance of this part. How many people get a chance to help others as direct as a salesperson can? Not too many. Salespeople are any organizations touch point and they can make or break your group’s mission to accomplish the goal.
Great salespeople don’t sell because they need something, in this case monetary return. They sell because they have something to offer. Needless to say, this process automatically give them the money they need.
This difference mind frame can make a huge difference in the way salespeople look at their work in the coming year. When people realize that they are in a mission (not in sales), they will perform four times as hard not only because you are able to rally them through an effective sales rally speech but also because they understand now that they are not salespeople but people who have personal mission.
By nature, people love to help if they get an opportunity. When your organization provides such a venue and that you’re able to make them understand what selling is about, you’ll get the job done way better than before.
Sales rally doesn’t really rally the people. It does, when people realize that they are not just your organization’s another resources but stewards of mission to improve the quality of your customer’s life.