The Cold Light of Day

Happy New Year, Sales Pros!

Don’t you just love starting over with a clean slate?

Also - don’t you just hate not knowing what you’re up against?

Today - or whenever you’ve uh had a bit of rest we’ll get started with a simple framework for assessing what state we’re in. Relax, I’m talking the state of the business you work for. Which is, of course, crucial for getting those all-important Sales in.

Just in case you’re still at a New Year’s Eve party: A wise man Sales Leader once gave a whole room full of Sales Pros (including yours truly) the following words of advice:

Now I won’t can’t honestly claim to have strictly adhered to his timeless wisdom at all times, but I must admit that it is true.

You’ll look great wearing our brand new merch collection: https://shop.secretsales.pro/

Right folks, back to that simple framework for assessing the state of your company.

External Perception:

When you tell people who you work for, what’s the typical reaction?

a) People who like you slap you on the back and/or ask whether you’re hiring. Those who don’t like you go green with envy

b) People put an arm around your shoulder, pull out a business card and tell you they’re hiring.

c) “Who? What do you do?”

d) You usually lie about who you work for

Internal Perception:

You run into a fellow Sales Pro from your company in a random bar after work. You tell them about an idea for an internal process improvement you have. Their reaction is:

a) “Great Idea - you know the best person to help you get that implemented? I’ll introduce you first thing Monday morning.”

b) A jaded laugh, followed by “yeah and that’s just the kind of thing they’ll do.”

c) You’ll never know because your fellow Sales Pro is blanking you.

d) You’ll never know because you’re blanking your fellow Sales Pro.

Internal Processes:

Imagine you’re looking to implement the internal process improvement from the last scenario. How would you set about doing that?

a) I know who to contact and what needs to be submitted to them OR I know precisely where to look it up and confident I’ll find a .

b) I have a rough idea what it would entail and I just don’t have the three weeks.

c) Change…a process?!

d) Dude, I’m still at that bar.

Alright, drop your pens, the test is over, time to mark your efforts:

Mainly “a”:

Congratulations, you work for a business both yourself and others view positively. There is a level of established and working organisation at this outfit and the employees are generally engaged. You can focus on territory planning, account mapping and slipped opportunities from 2023 - you know - your actual job. Isn’t life swell.

Mainly “b”:

It’s a mixed bag. Though outwardly your company may not look all that different from the one described above, it is. There is a jadedness and lack of engagement on the inside and you can rest assured that business partners, customers and perhaps even the general public are aware to a certain degree. Also, few organisations “recover” from this and revert to being a “mainly a” outfit. In addition to your actual job, plan your future - start now. Include timelines, target companies and potentially helpful contacts. Set out two or three likely scenarios. The proactive thought and analysis you engage in will empower you when you deal with your day-to-day task.

Mainly “c”:

If you haven’t been spending your spare time talking to recruiters and scouring LinkedIn you should definitely start right now. Your outfit is not worth staying at and working there will get progressively worse as the remaining top talent leaves and is replaced by a lesser grade of employee. The management style is likely to shift towards “The beatings will continue until morale improves” and what seems a bit ramshackle now will turn into a full-on dumpster fire.

Mainly “d”:

You’re still at that bar, right? Please tell me you’re still at that bar.

If you’re not - maybe ring your favourite recruiter right now. Most importantly your favourite recruiter should not be the one who got you the job you’re in right now.

Right, Happy New Year again. Your plan is to make a plan. Get on the front foot and make sure you are in a situation that works for you.

As ever, please comment below - I’ll be reading all of your contributions

I’ll have more for you midweek.

You’ll look great wearing our brand new merch collection: https://shop.secretsales.pro/