We spend a lot of time focusing on culture at CareWorks Tech. It is critical to our success and future growth. With the employment environment in Columbus as competitive as it is we need to make sure we have a corporate culture that supports our employees and customers. One of my favorite quotes is “culture eats strategy for lunch?” Don’t get me wrong, strategy is critical. However, as Mike Tyson said, “everyone has a plan until they get punched in the mouth.”
So this got me thinking. What type of culture do we want at CareWorks Tech. I worked with our management team and it was clear. We needed to create a sales culture. The initial reaction from the employees was of concern and skepticism. I think I know why. Typically we have chosen to look at the sales profession as the refuge of gregarious, back slappers with short attention spans and the desire to work four days a week. We stereotype every sales person as Herb Tarlek or Al Bundy and have created a series of myths about sales. So, let me debunk a few of these myths.
People buy from people they like. No, they don’t. People buy from people they trust. People trust other people because they are sincere and competent.
Salespeople are born not made. Are people born knowing Java, .NET, how to fix a car or fly a plane? Sales professionals are extensively trained in methodologies like Solution Selling, MASS Selling, Sandler Sales or Customer Centric Selling.
Good salespeople are always closing. Wrong, they are always qualifying. A sales person needs to determine if the prospect has a measurable bad thing occurring, identify the reasons for the problem, discover what the prospect wants and confirm it can deliver. If the salesperson can’t get that, then they need to shake hands and part friends.
If you can talk a good game you can sell. That is silly. Good sales people understand that they have two ears and one mouth and they need to be used proportionately.
Sales is a numbers game. Making more calls and setting more appointments without understanding the customer’s problem is a waste of time and money. Being smart and strategic helps a salesperson solve the prospects problem.
And there you have it. A good salesperson solves problems. They listen to their customers, understand their challenges. They help create the vision for the future and then make recommendation on how to achieve goals and objectives. We are comfortable accepting that accountants, lawyers, developers and recruiters solve problems. Accept that sales people are really problems solvers as well. That is why we have a sales culture at CareWorks Tech.