Salespeople are Leaders of Industries

Salespeople, or sales professionals tend to suffer from poor marketing. Traditional or old school, thinking positioned them as salesmen (which is also politically-incorrect). Selling is considered one of the oldest professions in the world. It was believed that those with the gift of the gab had a better shot (literally) at overwhelming customers with a barrage of questions and selling points. The more introverted ones suffered (in silence) when confronted with an extraverted and domineering customer.

If you look at all financial reports of public-listed companies, sales revenue heads the business spreadsheet (and profit and loss statement). Without sales, there is no business, and thus no profit, and therefore no company in the long term. Even charity homes and not-for-profit organizations need to generate sales from philanthropists to sustain their existence.

In reality, and research has substantiated it, the top-20 percent of your sales performers tend to rake in up to 80 percent of your revenues. Yet, colleagues cry injustice over the commissions the performers may earn: Front-liners get more than backroom staff!

Salespeople are leaders in various ways:

1) Selling is about influence. The ability to persuade others is, essentially, selling.

2) They are ambassadors of your company. They are the face of your organization, products and services.

3) Selling is about getting somebody to commit to a cause.

4) When you raise funds for charity, you are selling a cause that connects with a person’s values and beliefs.

5) They connect with your pain. They connect their company’s products and services with your company’s capabilities.

6) Like hunters who migrate to where the livestock is, salespeople aspire and perspire to hit their sales targets.

7) They focus on communication, mainly rapport and persuasion.

Leadership Lessons: Selling is a core communication skill. Sell your ideas. Communicate how what you do benefits others. Sell the abilities of your staff. Speak well of them. Selling is about influence.