As I prepare to facilitate a sales leadership session for the Canadian Professional Sales Association along with alliance partner, Les Kennedy of Loyalty Edge, whose program this is, I am reminded of the years I spent in the field and the years I am currently spending working with those who are in the process of engaging in either their own business development or encouraging the business development of their team members. I am always reminded how fortunate I was to have landed in the profession of selling so many years ago, when I was hired by Xerox Canada. It was because of that one decision on their part and mine that I learned and acquired skills that have served me very well in everything I have done in my career and personal life for many years now. In this latest stage of my career, I have incorporated all of that learning and experience into my new practice as an Executive Coach. Sometimes we can’t envision how all the pieces will come together – it’s just enough to know that they will.
I find my clients, whoever or wherever they may be, often struggle with issues of business development. Whether entrepreneurs who love what they do but don’t know how to sell, or corporate leaders who are in positions where influence and internal selling are critical, or lawyers, accountants and consultants, who never expected to have to sell themselves or build their own practices, the issues are very similar. They include things like,
“I’m not a salesperson. I’m a _______(lawyer, accountant, cabinet maker, dress designer, HR Advisor, etc.) I wasn’t trained to sell and I don’t want to sell – damn it!”
“I thought if I joined a consulting company, the clients would be provided and I’d be able to do what I love to do – deliver services.”
“I never expected that working inside this corporation at this level that I’d be spending a great deal of my time persuading, educating, convincing others of what I know is the right strategy to take.”
“I have no idea how to build my own practice in this particular area. I’m currently focused on learning and doing the work given to me, but I know partnership includes getting known in this area and that doesn’t just happen.”
So as I work with many of you to establish yourselves as great leaders and professionals, I am feeling really encouraged to know that the first step to excellence has been taken, and that is MINDSET. The first thing professionals must do in order to develop business with external or internal clients, is to understand how vital the skills of “selling,” – YES, SELLING really are to any business, professional or individual. So, you can call it business development, practice development, marketing, building relationships, whatever you like. The bottom line is that if you accept that you need to get intentional about learning the highly professional skills of selling, you will EXCEL! Good luck. Joan
