You can probably fill in the blank pretty easily. From my observations, the most appropriate and consistent adjectives to complete this statement are "overwhelmed" and "under-staffed" and “well, I don’t have a sales manager – our owner runs sales”. The result is a lack of direction, resources, training, etc. It’s rare that I see a lack of effort … there is only so much one (or one third) person can do. Guess what? That's part of selling in 2016, and definitely part of selling in the security industry.
So, what can you do? How can you build a plan to succeed if your leadership doesn't have time to develop a long-term sales strategy? How can you improve your skills if there is no sales training program? Professional development plan? Really, did you see your boss paying the bills last night and fixing the server this morning? Below are four tips to succeeding in sales in spite of sales managers that are overwhelmed with dozens of other things to do…
- Don't wait for permission - ask for forgiveness. If you know what needs to be done in your market, do it. If you don't know, figure it out and do it. Don't wait for your management to tell you which markets to pursue or how to format your sales plan or how to utilize your technology team - just do it.
- Keep your management in the loop. Don't be a maverick - just get things done. For example, after deciding to focus on the manufacturing and utilities markets, develop a quick plan and run it by your management. You'll be amazed how relieved they are with your pro-active approach.
- Educate yourself. Yes, your company should invest in continuing education, but the fact is that most companies don't. Educate yourself or stay average.
- Give your sales manager a break. Regardless of title or rank, the people in charge of sales for most companies have too much on their plates, which leads to unrealistic expectations and a fraction of the necessary resources. Become an autonomous sales professional and appreciate your sales manager's situation. You'll be shocked at how much better your sales manager becomes in your eyes.
You have three choices: complain and continue to struggle; find a new career; or take responsibility for your success regardless of your situation. For those of you who are thinking “yeah, but you don’t know my sales manager”, try these four ideas and give it six to eight months before checking out.
