Salesmanship is sort of like interior decorating; everyone thinks they can do it. When I look at a room, I just know when it isn’t right. I am aware that the colors are pleasant but they don’t create the warmth I had hoped. I love the new, expensive lamp but somehow it feels awkward. I understand the basics but there just isn’t a WOW factor. I have achieved mediocrity.
The reason, of course is because it takes more than understanding the basics to achieve greatness. It takes more than being a smart leader. It takes skill and practice
The sales person who surpasses his goals and makes it “rain” does so because he is skilled. He is practiced and has most likely spent many hours perfecting the basics. Let’s face it, most Administrators, Executive Directors; even General Managers and CEOs simply do not have the time or the desire to perfect the skill of salesmanship.
“LEARNING THE SKILLS OF SALESMANSHIP TAKES TIME AND EFFORT. YOU HAVE TO PRACTICE THEM OVER AND OVER AGAIN UNTIL THEY BECOME SECOND NATURE.” Lee Iacocca
Why then do managers continue to hire the wrong people to lead their sales force? Why do we see them step illprepared into the sales role or try to manage the sales process from the office? I would suggest it’s because it’s a little like interior decorating; everyone thinks they can do it…until the finished project is a disaster.
So, when do you know you need the advice and support of experienced sales professionals?
The answer might be …NOW! Here are the three questions to ask:
- Have we reached or surpassed our revenue goals with a steady growth pattern over the past year? How about year over year?
- Do we own market share? Do we really know?
- Are we the number one choice in our medical and professional community?
If the answer to any of these is no, reach out to a professional company with sales and marketing experience in healthcare. Ask for references; look for experience; listen for results.