You’ve been doing sales for a good 5 years now. What next? You either want to assume a bigger responsibility of managing a business line or to translate all the selling experience into starting a venture.
But are you really ready for that? Does your current mindset allow you to do so?
The answer to that lies in how comfortable are you to leave the urge to make a sale to anyone & everyone and say NO to some of your customers!
This is one of the biggest reason for 90% of the sales guys not graduating into organisation wide leadership role! And 100% of them don’t get to figure out why this happened to them!
In a Sales role, you have always been looking to close a sale with that prospect you’ve been pursuing for sometime now. The higher the sales closures, higher are the incentives & promotions.
But after some point, the promotions & elevation sadly stagnates, resulting in a middle-age crisis.
Managing a business line is a totally different ball game, one that requires just 1 simple shift in mindset.
Managing a business means (or loosely termed as general manager) is about maximizing revenue, reducing costs, expanding product/market lines, etc.,
And all these can happen only when your products/services are aligned to the right target customers – to whom you sell first, cross sell then and upsell forever. And not everyone is going to be your customer, but a select few (who is typically referred to as Niche).
For a General Manager, it is not about satisfying each and every prospect out there. Because it is impossible (& unprofitable) to satisfy all those diverse needs. Rather it is to find one or two profitable niches, and innovate ways to milk that for revenue and profit maximization.
The Typical Sales Funnel – Customer Niche
For a sales guy though, every rejection is a missed opportunity to make the count ticking and incentives ringing.
What is that one mindset that can help you from moving out of the shoes of a sales guy and donning that of a General Manager’s?
Saying – It’s OK. When your prospect says your product sucks, your pricing is high, your features aren’t sufficient, your terms aren’t flexible, etc.; say “ok” to that rejection (without sulking or blaming the company) and engage with the leadership team on how else they see their seemingly inferior offering bound to generate growth.
This open mindedness to customer rejection and digging deeper to understand the real strategy will showcase that you are now ready to take over bigger roles.
Gradually, your horizon will expand and so your perception of the market opportunity.
Can you say “Ok” to a NO?