Do your actions…
- create a positive buzz about you and your work?
- make others want you as a part of their team?
- make your employer cringe at the thought of losing you to a competitor?
- make your customers excited about referring you to their colleagues?
You want your actions to scream value without the need for you to say a word. This is where you want to be – with those in your company and industry– and with those to whom you’re selling.
This is what creates true economic and job security – the value you and your team create for others.
This is care (what it’s all about).
When you have the opportunity over the next few days, set a reminder to review these four questions at the end of each month. Then, give yourself a little attention by reviewing them and creating an action plan to improve in each area where you feel you should.
Easier said than done… still needs to be done.
The Fundamentals of Sales Value
Many issues contribute to your professional value. The fundamentals for salespeople begin with the following:
Externally (among your prospects & customers)
- How well you and your product/ service help them meet their perceived need
- The level to which your customers & prospects enjoy working with you
Internally (within your company)
- Meeting & exceeding sales goals (dollars & units)
- Meeting & exceeding activity goals
- Your intangible contribution to your team (attitude-based: do others find you helpful, inspiring, a pleasure to work with, etc.)
- Your level of expertise on your own product/ service and industry
(evaluating your personal sales value is the 8th principle of being SalesTough™)
The Results Company » Are you valuable to your employer? says:
[...] most likely it’s purely adding to the bottom line. This is especially true in small businesses. This blog post from Just Sell discusses questions you should ask yourself to determine your [...]
27 July 2010
SalesFist says:
This article is spot on. Instead of focusing on being the most valuable salesperson, you should focus on being the salesperson with the most value. Everythign else will fall into place over time.
24 June 2010
Holly Clark says:
I believe that to be invaluable as a sales proffesional, it is imperative to be valued by your team and employers/employees. However, to be valued by your prospect/customer is invaluable. Happy customers create referrals. Referrals create revenue. Everyone happy.
24 May 2010
Lisa A. Maini, myMarketingManager says:
I have a slightly different twist on job security – i.e. developing skills, value adds, partnerships, etc. that increase your client’s revenue.
15 April 2010
Julie says:
These are the fundatmentals I learned 20 years ago. They are tried ad true. I love being reminded of them on a regular basis and coaching my team to adhere to them. I am reminded of how important expertise is and knowing you value proposiion. Thanks for sharing solid reminder and excellent sales knowledge.
12 April 2010
Alkanis says:
Seems solid, however the positive buzz is really a case by case scenario. What it should be replaced with is the whole idea of standing out. Personally I can’t stand those sales reps that reek of fake happyness and over-compensating enthusiasm. and thats what alot of people come off as when they put on this whole positive attitude mask.
24 February 2010
zeke says:
That is very helpfull to me thank you for posting this
6 November 2009