Special to Innovation America by Dr. Janice Presser, CEO, The Gabriel Institute
I got into it with a ‘sales expert’ yesterday. He told me that “sales is a warrior’s job and the warrior works alone.” I thought, don’t bet your moccasins on that.
It’s true that the best salespeople seem to be ‘hunters’ and not ‘gatherers’. But it’s also true that the most valuable hunters are the ones who hunt for the good of their tribe—not just for themselves. In sales, these hunters remain true to their mission. The needs of their tribe take precedence over their personal interests.
[Cut to scene in forest clearing, as the famed hunter returns to village with his kill.]
Hunter: “Chief, I bring back this white crow. What a great challenge it was to stalk and kill it. What perfect aim of my arrow. My skills as a hunter are unsurpassed!
Chief: “There are fifty mouths to feed, and you call this dinner?”
Hunter: “Ingrate!”
There’s more to being a great salesperson than closing deals. Let’s suppose that sales dollar volume is being met, but most of the ‘wins’ are on low-margin existing product, or product that is in short supply, when the company really needs to move the new high-margin product line, or to reduce excess inventory. Where does that leave you? And what if you have a sales ‘superstar’ who surpasses quota by telling customers just what they want to hear, without a care that the Support, Tech, and/or Production teams will have to miss deadlines and burn up time and cash trying to meet unrealistic expectations.