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Business

New Year resolutions for sales professionals

BUSINESS MATTERS BEYOND THE BOTTOM LINE - Francis J. Kong - The Philippine Star

Twenty-one months into the pandemic situation is not easy. While we salute our frontliners the medical sector, our servicemen, local government officials, delivery boys, etc. I will acknowledge another group of brave professionals who are hardly mentioned and noticed. These are the sales professionals.

They used to do sales presentations face-to-face, and now they must wear masks and shields over their faces. Or they do virtual sales call every day. Many salespeople converse with their clients while inside their clients’ parking lot and use their smartphones or laptops to communicate. Clients then would occasionally glance towards them through their windows. That’s tough! While these brave souls are willing to face the clients, the clients refuse.

A funny story gets to the core of what is happening. A conversation takes place between the boss and the salesman:

Boss: Did you get any orders today?

Salesman: Yes, I got two!

Boss: Congratulations! What were they?

Salesman: “Get out!” and “Stay out!”

Just a few months ago, we had a spike in our cases. Mercifully, our cases have dropped. The economy has opened cautiously. We certainly hope, wish, and pray that there will not be another spike and that our country will be spared from the virus no matter what Greek alphabet they carry.

Today, I pay tribute to our bold sales professionals across all industries. I would also like to encourage them with a list of New Year’s resolutions that may help them do better in the year to come. For the year 2022, as a sales professional, I resolve to:

1. Intently listen to my clients, improve my focusing skills, and refuse to let my mind wander. As I listen more, my clients will talk, and when I talk, my clients will listen and have a meaningful presentation and conversation in the process.

2. After almost two years of wearing comfy shirts and shorts doing virtual meets, I resolve to maintain a professional appearance. I will carry the look of a successful sales professional; I will dress appropriately for my client base. This takes a little practice, but I will make sure the socks match. And yes, I will follow the advice of my dentist, I will floss at least once a day.

3. I will continue to improve myself. Upgrade and update my knowledge, skills, and competence. And since information today is accessible by anyone, including my clients, I will no longer approach them as a salesperson peddling my wares and kinds of stuff, but as a professional and knowledgeable business consultant offering advice and solutions for their needs.

4. I will lessen my Netflix binge and devote more time to reading or listening to audiobooks on topics that can help me improve my craft. I will even attend non-company sponsored seminars or webinars to continue more education and lesser entertainment.

5. I will strategize and prepare every sales day. This way, I can eliminate or at least minimize many daily surprises. I need to develop my talent and not rely on it alone. I will convert my talent into acquired skills and strive for excellence in everything I do.

6. I will master my moods and emotions. I will never feel like clients reject me because they genuinely did not. They merely refused the offer and proposition at that given time. I will learn more about what caused the decision and come back at another time to provide for what the client needs.

7. I will learn to enjoy the selling profession even more. Laugh at my own mistakes. Rectify them and return to being a better and wiser person ready to conquer new heights.

8. I will quietly challenge myself to deliver more than the required targets; I will shoot for the stretch goals because this way, I can measure my potential and not unwittingly limit it by being satisfied with complying with the minimum.

9. I will concentrate more on the mission of what I do. That is to help my clients and provide solutions for their needs and problems. I will remind myself that the mission is more important than the commission, and when I do it right, I get rewarded. The commission becomes a delightful surprise and a reward for a job well done.

10. I will make 2022 the best year of my sales career. And with God’s grace and help, it will happen.

The world has changed and is ripe with new opportunities I can explore and exploit because I am ready for it. These are the things I resolve to do every day.

May you have good health, lots of happiness, and a great New Year.

 

 

(Francis Kong’s podcast “Inspiring Excellence” is now available on Spotify, Apple Podcasts, Google Podcasts, or other podcast streaming platforms.)

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