More Sales Myths

Extroverted

You must be a dynamic, outgoing, loud, back-slapping, life of the party type.

Introvert or extrovert – I’ve seen great reps and terrible from both sides. Where’s the data to substantiate the myth?

Customer Is Always Right

Never argue with a customer just give them what they want.

Who knows more about your product and applications, you or the customer? If it’s not you then you are incompetent and should be fired. A professional should advise customers toward their own best self-interest even at the risk of upsetting the customer.

Make More Calls

The rep that makes the most calls makes the most sales.

Call Volume is only half the equation. Close ratio is the other half. If you can’t make deals happen then hundreds of calls a day is a waste of time.

Closers Make More Sales

It’s obvious that the best closer always makes the most sales.

Close ratio is only half the equation. Call Volume is the other half. If you don’t make the calls you have nothing to close. Many reps dial their way to the top.

Interlopers

Got laid off? Need more money? Can’t find a real job? Try sales, it’s easy!

Can you imagine if the U.S. Army allowed any dimwit off the street to stroll in, pick out a rifle, and go fight the war because he is bored and unemployed? Or pick up a knife and do brain surgery? And yet here we are in sales where any Bozo is allowed in. Good news is it’s a revolving door and it spins fast.

Special Bonus Myth

The Best Rep Should Be Manager: If you don’t promote her she will quit. If it’s not the best rep the team won’t respect her.

There is little correlation between being the best rep which can result from many factors including work hours, closing ability, lack of conscience, and everybody else on the team being idiot incompetents. Absent any purposeful, systematically developed, psychologically engineered sales process, the best rep is inevitably the one most naturally charismatic. This is the one thing that can’t be taught. Although she will swear it was hard work or positive attitude or countless other factors that can be neatly packaged as slogans, that would seem to credit that success to her efforts instead of her given unearned attributes (which can also include good looks, intelligence, and so on). Instead, why not promote the rep that is the best leader, experienced and competent, dedicated and loyal, that knows how to teach, and has a systematic approach that can be taught to others? Naw, that would require thinking, and as we all know, thinking makes your head hurt.