Jeff Shoop

Half of 2025 is in the rear-view mirror.

What do you see as the most important thing for you to accomplish in the second half?

That's a sincere question.

I'd love to hear from you, either in the comments below or send me a DM.

Whatever that one thing is, I believe that you can accomplish it.

So, put your plan together. Stay focused. One step, one day at a time. Keep moving forward.

From the Salesforce 360 Blog of July 25, 2024 "50 Sales Statistics that Reveal How Great Teams Sell," comes these statements:

"84% of business buyers expect sales reps to act as trusted advisors. But 73% say most sales interactions feel transactional."

Even if the data is a year old the transactional sales representative is always vulnerable. It is a mode we should avoid slipping into.

As soon as a "trusted advisor" sales representative shows up at the buyer's door the story can change quickly.

The trusted advisor is the salesperson that has adopted an attitude of serving customers by solving problems, is prepared with the right questions for the buyer based on homework and experience and listens intently to the buyer's response.

In the end, the advice given solves the problem and trust is established. Win Win!

How does your team fulfill the mission of the trusted advisor?

WHY DID WE STEP INTO SALES?

Here's a list of 10 reasons that the Indeed Editorial Team came up with:

1. Accessibility
2. Earning potential
3. Job security
4. Work-life balance
5. Growth potential
6. Transferrable skills
7. Travel
8. Networking
9. Competition
10. Variety

It's a pretty good list and we all probably have many reasons for stepping into the field.

When I stepped into at age 17 I remember two reasons.

The idea of commission attracted me, the potential for being rewarded for the results of my efforts.

And, well, I was an insecure kid with little to no communication skills and I knew sales would force me to grow. That may sound like an obscure and maybe silly reason to get into sales but, there you go. Through the tough times, the adversity, the rejection, the wins and the loses, I grew.

Well, it's 50 years later. What I've enjoyed most about sales is PEOPLE. Oh, yes, all that up there in the list of 10 are great and available. How I feel now is that it's all about PEOPLE. Helping PEOPLE get what they want, helping them solve problems, connecting and enjoying those kinds of relationships. PEOPLE CAN BE FUN! And I've met some characters in my time!

Everything starts and ends with PEOPLE. They are my "why."

Why did you get into sales and what's your "why" now?

From Salesforce 360 Blog of July 25, 2024 "50 Sales Statistics that Reveal How Great Teams Sell," comes these statements:

-86% of business buyers are more likely to buy if companies understand their goals.
-But 59% say most sales reps don’t take the time to understand them.

Having directed sales and used Salesforce, I have a healthy respect for these folks.

So, what do you think it looks like when sales reps take the time to understand customers???

Would a sales rep first have an attitude of sincere interest in helping a customer achieve their goals?

Would they prepare themselves with questions aimed at understanding the customer, their needs, desires and goals?

Would they shut up and listen intently to what the customer has to say?

In my experience starting off with that right attitude brings about the right questions and the best connection with the customer and their responses.

Once I grabbed hold of these three concepts many years ago, my sales career exploded.

What are your thoughts and experiences?

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I have long heard an old English saying, "Whatever thou art, act well thy part."

Why subscribe to this idea? We each might come up with our own answers. Part of my view is that it is a matter of service and personal progression.

For me it is a matter of service in that sometimes the work we do will often benefit others. If we are going to coach our child's basketball team, then let's be the best coaches we can be. Let's show up as our best selves.

If we are the CEO of a corporation, we have the opportunity to benefit the lives of those who work with us and for us, our customers and certainly our families. The same would be true for everyone in every role in the company.

Us at our best will lead to the best outcomes.

For me it is also matter of personal progression in that if we are striving to be the best that we can be in whatever roles we assume, we grow as we work. Every day we can be, in some way, better than the day before.

"Whatever thou art, act well thy part."

In sales, consistency = confidence.

Daily, weekly activity habits such as prospecting, putting new opportunities in the pipeline,

or follow-ups, keeping them progressing, are keys to success.

There are of course other habits that build success.

Whatever those are, blocking out time on the calendar, is a great way to build consistency.

What habits work for you and your team?

Continuing on the subject of the benefits of consistent sales activity, how about brand reputation?

The face of your sales team is the face of your brand. When they are out there seeing customers, providing good service and building relationships they are building a strong reputation for you, your company, your brand.

Taking it further, any employee, customer service or technical support add to that reputation and build trust. Yes, they too are part of the sales effort. That is why so many of us do customer service surveys.

And when your customer meets up with a counterpart in another department or another company, say at a convention, and that counterpart asks, "who would you recommend for…?", your reputation expands as does your business.

Brand reputation as a benefit of consistent sales activities, do you have any other thoughts?

Give us a follow. There's more to come.

Continuing on the subject of the benefits of consistent sales activity, how about performance tracking? This pays with huge dividends in a number of ways.

Individuals and Teams

When they look back on their activities, many a salesperson I have worked with have realized areas for improvement in those activities resulting in a boost in sales for them. Sometimes that meant changes in not only activity but also strategy and method.

Sometimes they make such realizations on their own. Sometimes with the help of coaching by leadership. The point is to learn and improve.

Systems and Strategies

With some companies a well-defined "system" of success that is proven and duplicatable has led to fantastic growth when adopted by the team.

Wherever I have seen this happen I have seen terrific leaders leading the charge.

With young companies and in some industries, this can take some course correction to get to.

With one organization, after following a strategy and a system consistently for a time, it became apparent where improvements could be made. They were made and sales growth happened.

In any case, an effective CRM platform, one that is customized for the company product, strategy and processes, is very helpful.

Give us a follow. There's more to come.

Continuing on the subject of the benefits of consistent sales activity, how about customer loyalty?

Many of us are in companies that thrive on repeat business. That's where customer loyalty comes in. Customer loyalty is earned, not owed.

We had great salespeople that nurtured genuine relationships of trust so well that whenever there was a question, an opportunity or a problem, customers always felt confident our team had their backs in every way.

Anywhere in the world customers could count on it!

The key of course was consistent follow up and engagement.

How have you built that into your organization?

If you've found value for your business here, give us a follow. There's more to come.