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Today’s sales professionals
are facing the greatest challenges of their careers, both in terms
of practicing their profession and staying consistently employed.
s E-commerce is exploding.
s Free trade
zones are expanding.
s Overseas markets are
developing.
Individuals who show that
they can thrive in this dynamic
environment are going to be in
high demand. |
The
highly competitive sales environment of today will contribute to
even higher turnover in the future, resulting in fewer long-term
positions. With so many corporations shedding jobs, companies
that continue to employ people full-time are holding out for
performers with proven track records in specific product
specialties. These employers want people who can cross-sell, e-sell,
develop markets abroad, and react immediately to market demands.
Sales Managers must demonstrate that they can effectively train
subordinates and replace themselves.
Sales people realize their professional
success is based on perfecting the following four
functions:
s Analytics – insight into your customers and their
business
s Marketing – distribution of critical sales and
marketing collateral
s Customized applications – solutions that meet your
customer’s unique business requirements
s Management – administration of marketing
activity through the complete customer lifecycle
Your ultimate career
success is also based on these same four functions.
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When making any career
move, you must first evaluate the future prospects of the industry,
assess targeted companies’ rankings within an industry, and look at
the market potential of the geographic region (s). Finally, take a
realistic look at the portability of your own skill set. Can you
convey your true value across multiple market sectors? Or is your
value being determined only by that product you most recently
represented? |
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Ensuring career
satisfaction is directly related to increasing career options.
Increasing career options is accomplished the same way you’ve
increased sales territories in the past; either by expanding the
number of potential clients or diversifying your product line. If
you are the product, do you know how to diversify what you offer to
the broadest possible market?
Don’t sell yourself short.
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©2004 R.L.Stevens
& Associates,
Inc. | |
