This week I'm off-site quite a bit and will revisit some old, but relevant to my path; sales, the importance of sales and who should be selling; hint (everyone).
Originally posted 30 July, 2010
The key salespeople in a professional services environment are those who actually perform the services; they are the key that completes the sales force.
I've spent most of my career in the mortgage industry and have had an active hands-on roll in all aspects except payment servicing. Some people say I'm a good sales-person, yet I've failed the most at being a loan officer. Or, I should say, I've failed the most at the traditional sales side of being a loan officer.
As long as I've got an active audience, I've done well. Whether delivering the goods as a loan officer or processor with borrowers, or with underwriters or closers or title companies, I've had great results. Talking to the back shops with investors, or with warehouse lines....done well.
Give me a product and connect me with the person I need to deliver it to...that's my sweet spot. Or put me in a room of people, or one-on-one, to train or coach and I'll develop a relationship and get results through that format. But don't send me out on the streets or put me on the phone to "just sell." Almost guaranteed failure.
But, all those years I wasn't "out selling" I still thought of myself as a salesperson. When I had someone on the phone or face-to-face, I was still selling. We all sell something every time we talk to someone and hopefully it is with good results in relationship to the product or service our company is attempting to deliver through us. We might pose it a communicating or discussing or some other aspect, but generally we are selling.
Mortgage lending's traditional sales people are loan officers and a good loan officer gets the loans in the door. But then, what happens? Most don't even know that the sales process must continue. The loan officer has to "sell" to get the loan application in most cases, and the processor, underwriter, closer, and funder MUST continue what the LO started.
Most companies have a tremendous amount of assets sitting in their box, but many of those assets don't even know they should be selling.
To that end.....