We are all in the relationship business.
If sales people were to recognize that they are a brand unto themselves, they would begin to understand the skill of brand management.
If a sales person is a brand, then their brand capital is their relationships.
True sales professionals rarely stray to far from and industry vertical throughout their careers.
If you’re a software guy, you’ll likely move from company to company but, you’ll probably still stay in the same vertical, Technology.
So will the prospects and clients you have built trust and relationships with.
Relationships are the only “asset” that a sales professional can acquire and build and, take with them from job to job.
Why do sales people always try and sell a product or service before they sell themselves?
More importantly, why does management support and promote this tactic?
It’s because most sales organizations are geared to results, results, results. Sort of the Glengarry Glen Ross idea.
If companies and sales people were to start focusing on process and processes, strategy would shift from “where’s the sale” to “where’s the relationship” and finally, what are we doing about building more relationships.
Dwell on a result, and you get what you get. Focus on process, and you will know what you you’ll get.