There have been many changes over the past 40 years since The Achievement Centre (TAC) started helping businesses sell more effectively. Selling is evolving constantly. When we first started in the early 80’s:
- Most of us didn’t have mobile phones, never mind smart phones, and when we did buy a ‘brick’ with an antenna it cost a fortune!
- Sales training and even product training was pretty skinny.
- Voicemail didn’t exist. Calls were recorded on pink message pads.
- Personal computers were just being introduced. Many of us were still using typewriters, carbon paper and correction tape.
Compensation plans were very simple with most salespeople on straight commission. We learned to ride the highs and lows of sales results; got educated by experience and reading books (not screens); and we carved out a life of relative prosperity by bending over backwards for our customers.
Selling is Evolving
Today’s technology makes the communications of the early days seem like the pony express! Now it’s faster and more effective but the learning curve can be steeper.
In some ways selling is easier and in some ways tougher.
But what does it tell us about the future?
It’s still difficult to predict what’s next. Many salespeople have been disintermediated as customers change the way they buy; however, for the professional seller some basics remain are recommended:
- Stay sharp. Develop a growth mindset. Read, listen to podcasts, attend training, and utilize the latest technologies like learning management systems (LMS) and microlearning*. Always be open and curious. Look for new skills to develop and new habits to form. If we are to serve customers better in the future we need to provide increasingly innovative and practical solutions to their problems. That level of expertise doesn’t happen by accident.
- Stay flexible. Adapt, change and grow. Because we can’t predict the future, we need to hone our ability to adjust to the winds of change bearing down upon us. Embrace change rather than fearing and rejecting it.
- Set personal and business goals. Clearly defined goals encourage the discipline and stamina you need to weather the storms ahead.
- Create ‘success habits’. Most of what you do is a result of all the habits you’ve developed over the years. Some are good – some bad. Be intentional. Decide which habits will serve you, then one by one integrate them.
- Save for a rainy day. There will be fluctuations in your income. Build a six-month reserve to carry you through dry spells.
- Assess on a regular basis whether your actions are producing the results you want. If not, decide if it’s time to change. If yes, then change.
Multisensory Learning
Beware of ‘one and done’ training methods like workshops. Research tells us we can forget up to 75% of what we ‘learn’ within seven days. Instead, expose yourself to multisensory learning methods. People learn better and retain more this way. Here’s a recent article that explains 15 benefits of multisensory learning.