So what do I mean by this statement? Any seasoned account manager will take offence to this. “After all, what’s the use? I know how to sell. I’m good at it and I’ve been doing it for years.” So what’s the point?
Well, chances are, you may be absolutely correct. You might have been a hotshot yesterday, but are you one today? Are you bringing in the same numbers as you were about 3 or 4 years ago?
You see, things don’t change overnight. You have to constantly polish your skills. Today’s markets are being populated with rock-star type sales people. These so called rock stars are equipped with the latest knowledge and sales know-how. They might not have spent their time on the phone, but they have the willingness to go the extra mile and will challenge you every step of the way. Hence, you need that edge and you have to always want to skate where the puck’s going to be and not be constantly chasing the puck.
The truth of the matter is that we have been going through an evolutionary process, which has been accelerated by a huge progress in technology and information distribution. The point is, if you were an ‘A’ player sales person in the noughties, then chances are you have learned and practiced many of the techniques that are out there.
Now, all you have to do is to continue to learn and refine your skills. If you haven’t changed your style, learned new practices based on improved customer intelligence, and if you still believe in the sales model developed in the old 20th century, you are probably struggling to maintain market share. Seek out additional training and advice. Look for a mentor. I’m betting that the majority of the readers fall into the first category. Now, what is the first category? It is the old school mentality, where people refuse to change and are set in their ways. They are not interested in trying out new innovative ways and are content with where they are and what they achieve.
This is not you, you have been involved in the evolutionary process and you should be eager to face the challenges of the new century.
One of the key points we encourage here at our corporate facility is the weekly production meeting. Here we seek out ways to educate the sales force and learn from our production team. Our production team is in touch with the latest tools that are being introduced in the translation services industry, and it is critical for our sales staff to understand what’s out there and offer cost-effective solutions to our clients.
So remember: be fluid, be creative, evolve constantly and always stay ahead of the curve. Call us today for a free quote and we guarantee a cost-effective, quality solution for all your translation needs, one that is attuned with the latest developments in the industry.