#TheSellingMachine #TheSales

Selling is not an easy task. This is known by all professionals who are dedicated to it. The market is full of many offers similar to ours and this is why the sale has become one of the most analyzed and studied issues of this planet. 

If the technology, products and services are becoming more equal, why some companies sell more than others? 

Or simply, why some sales engineers of a company sell more than others? It is assumed that technology, products and services available are the same for all of them. 

So where is the difference? 

First we have to look inside people. Not all are equal and not all face challenges with the same attitude. But mostly I would distinguish between those people "who do things" and those "who don't do things". A good attitude for sale predisposes a person to do things but then these things have to be done. In selling only the predisposition of doing things is not enough. 

As I firmly believe that a good sale is the result of the actions we take, we must strive to make accurate and necessary actions for the success of selling shares. Not to make a lot of actions but those who truly are accurate and necessary. A good attitude for sales will be reflected in the selection of actions. 

But assuming that two sales engineers have a good attitude in sales and have defined a catalogue of similar actions it happens very often that they are very different in the amount of their sales. One sells more than the other. Why? Just what happens more often is that the sales potential that can be accessed by one is greater than the sales potential the other one has. 

Therefore, not only the attitude of sales engineers is important but we as managers require to analyze under what potential the sales engineer is working. Is it enough the assigned territory? Are there enough potential customers? Are there enough new customers? 

As I said in other sections if we get a sales target level 100 we need to have a potential to 500. If this assumption is not going to be met it will be very difficult for us to succeed in selling. And it will not only be the fault of sales engineers but rather the organization that has failed to work out where we deploy human resources to maximize sales performance. 

A sales engineer with little potential (<5 times the sales target) works with no future and consequently without sufficient motivation. It's not how we want to implement #TheSellingMachine.