MEMO: Sales needs to get on the same page



"I have never worked a day in my life without selling.  If I believe in something, I sell it, and I sell it hard."




It's no wonder there is a fascination, fear and disrespect for the profession of sales.  There are oodles of experts with unique perspectives, definitions and advice.  Seriously folk, let's get on the same page for goodness sakes!


Most, many, MBA, B.Comm., BA consider "sales" as a final resort.  Defeat when CEO doesn't appear to be accomplished any time soon.  Then you have your father-in-law or someone several times removed tell you their worst sales nightmare when you admit that you are considering sales as a career.  


Sadly, only the ones that "get it" really "get it".  Sales as a profession has so many opportunities.  For example, where can you build a business without putting your own capital up front?  Be rewarded, compensated when the business grows without any ceiling?  Sales.


What frustrates me is that sales professionals, sales experts, sales trainers are their own worst enemy.  They are too readily prepared to offer advice without explanation, credentials, or common language.  It is little wonder, that if you look up sales under Google, Twitter, Wikipedia or Facebook you are bombarded with conflicting and massive information overload.


PLEASE.  Everyone get on the same "page".  


Let's agree that "order takers" are not sales reps, they are "customer service reps".  Hunters with the capability to market are Business Development Representatives (BDRs).  Farmers that are pros at expanding established customer base, are called "Account Executive" or "Account Manager".  Then there are "Sales Representatives" that sell, with a little bit of everything else thrown in.  Get over it.  Most knowledgeable buyers recognize titles ... Managers, Directors, VPs.  What they want is "listen to me".






It all comes down to hunting (catching), farming (sowing) and then cooking (customer service) and delivering (operations).  Each has a unique role, none more important than the other.  When everyone can understand that, get on the same "page", share, communicate, strategize ....   it's amazing what can happen!


I admire those that come up with "Customer Experience Manager" or "Big Cheese" as cool or innovative.  BUT please, can we at least agree on what is what, who is who,  when it comes to sales?  That is, get on with our jobs.  Bring in new revenue.




"Catch a man a fish, and you can sell it to him.  Teach a man to fish, and you ruin a wonderful business opportunity."