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About This Episode
You’re probably spending too much time trying to become an expert on your product and on your company.
Yes, you heard us right.
Sometimes, it seems particularly with younger sales professionals, that we spend so much of our time consuming sales content, that we forget that our products and our companies are just smaller pieces of a bigger puzzle.
And really investing in your own business acumen is one of the best things you can do for your sales career.
On this episode of the Sales Engagement Podcast, we sit down with Joseph Monahan, New Business & Client Sales Manager at BoomTown, for a discussion all about business sacrament, why you need a mentor, and why you should start a podcast.
Where Do You Start?
“Okay, so I realize that improving my business acumen will help me sell better. But I have no idea where to start. What do I do?”
Glad you asked.
First, get a mentor. You’ve probably heard this advice over and over again, but it cannot be overstated. Having someone speaking into your career that has gone before is an invaluable leg up on the competition.
Find someone ahead of you in experience, and just ask to be a part of the conversations. Be inquisitive. Ask questions like, “What was it like hiring your first salesperson?”
And most importantly, the ball is in YOUR court. If you’re asking for someone’s time and then you don’t follow up, or don’t stay connected, you’re burning bridges that you will never be able to repair.
Secondly, start a podcast.
Yes, even though it seems like everybody on earth has one. Podcasting is the new blogging, and it is an ideal way to expose yourself to ideas, methods, and people that you may never have thought of before.
Get really good at asking questions, have a clear agenda for the show, and invest in some good equipment.
Other than that, the sky’s the limit. Have the people who have the jobs that you want to have one day as the guests. Learn from them. Absorb everything they say. It’s a win-win.
You’re getting education, and they’re getting to talk about their careers and help out a future leader.
Three Blind Spots
So where do most people fall short when it comes to enhancing their business acumen?
- Learn your P&L statements.
Not enough salespeople know the ins and outs of a P&L statement. What are you gaining vs. what are you giving up? The better equipped you are to understand a P&L statement, the better salesperson you’re going to be.
- You’re not the expert
You don’t always have to be the world’s leading expert on everything. It’s okay to admit what you don’t know, and your desire to learn more.
Part of being a great business leader is knowing what you don’t know, and not being afraid to admit that.
- Know your Current Events
Especially right now in this climate, staying up to speed with everything that’s going on, whether it’s sate by state mandates, or how to best navigate the PPP documentation, is a great idea.
A well-rounded salesperson is a successful salesperson.
The more that you can get outside of your own company and really take a bigger look at what’s going on, the more successful you’re going to be.
Learn about how other companies are solving similar problems, and then position yourself to do the same, so that when a potential customer comes to you, you know what other folks are doing.