What mistakes hinder outside sales career progression and how to avoid them?

Planning is vital because it allows sales reps to maximize their efficiency, productivity, and results. By taking the time to plan their activities, routes, & appointments, sales reps can ensure that their time, money, & energy are focused on tasks that are most likely to generate positive outcomes. A clear plan helps sales reps prioritize their accounts based on their potential, urgency, & relationship, enabling them to allocate their resources effectively. This not only helps them avoid wasting time on unproductive tasks but also ensures that they don't miss out on valuable opportunities. Planning also helps sales reps stay organized & prepared, reducing the chances of frustrating prospects & customers with last-minute changes or delays.

Unwillingness to always be a student of sales, sales leadership, business development, and rapport building. Business and life change all of the time. How we sold a product or service 2-10 years ago is different today, since the marketplace changes, products change, etc. Being humble, hungry, and truly be willing to learn and get better (as a mindset) will serve you well as your career progresses. Those that you work for notice the sales professionals that not only produce, but are great teammates and people to work with. Being a good citizen matters to great companies. The next generation of leaders are picked by doing the little things right, day in and out.

Plan for the best outcome- prepare for the worst or mediocrity. Keep your vote of confidence and also think carefully through the scenarios of potential outcomes. Please make sure you consider the skills systems and strategy to overcome the current & future challenges. If we truly think through the 6 solutions to every problem, we can’t overcome any challenge in our way. Painting to Vision and helping people understand they contribute is an essential ingredient to success.

Lack of planning and poor prospecting habits are the two areas that will make a sales role impossible to see success and longevity. A sales professional needs to own their calendar and be strict with revenue generating activities. Don't get caught up in the minutiae of administrative tasks that don't move the needle, save that stuff for non-selling hours. Prospecting should be a daily activity, not occasional.

The main mistakes? Talk more than listen Trying to speed up a sale Sell for commission only Showing anxiety to close a sale Withdraw from the sale prematurely Insisting on the sale after the “no” Continue selling even after the customer has already said “yes” Not knowing the product, the market and the customer Lack of punctuality Outsource the blame when problems happen Rely on technology for presentations Not having all the necessary documents to close a sale Talking bad about the competition Not investing in knowledge and training Promising things you can't keep How to avoid them? Respect the customer's space Know your consumer Study the market Invest in your personal improvement Get organized and create a structured business process

Nāo existe venda consistente sem uma comunicação eficiente e adequada. A comunicação eficiente é aquela que, utilizando a escuta ativa, você entende a necessidade e a expectativa de seu cliente entregando exatamente o que ele deseja, abrindo caminho para a fidelização do mesmo criando assim uma relação de confiança e credibilidade. A comunicação adequada é aquela que vc utiliza as ferramentas certas para a abordagem do cliente. Se a abordagem for errada e inconveniente, a venda “morre”antes de começar. Não existe nada pior, por exemplo, que recebermos insistentes ligações de robôs ou e-mails utilizando IA. Em resumo, preste atenção na forma de sua comunicação pois ela provavelmente será a razão de seu sucesso, ou insucesso.

Poor communication reflects negatively on the business in several ways. Firstly, it can lead to misunderstandings and missed expectations, resulting in a lack of clarity and alignment between the sales rep and the prospect or customer. This can lead to lost deals, as the prospect may not fully understand the value proposition or may have incorrect assumptions about the product or service. Secondly, poor communication can damage relationships with prospects, customers, and even managers. It can erode trust and rapport, making it difficult to build long-term partnerships and secure repeat business. Additionally, ineffective communication can create a negative perception of the business, as it may be seen as unprofessional or unreliable.

As melhores formas de comunicação entre vendedores externos e clientes incluem o uso de tecnologias como e-mail, chamadas telefônicas, videoconferências e até mesmo mensagens instantâneas. Além disso, nunca podemos esquecer que a razão de existir esta função sao as visitas presenciais que são valiosas para construir relacionamentos alem de manter os clientes em contato constante com a marca/produto. Devemos ter alguns cuidados com os erros comuns cometidos por representantes comerciais , que incluem falta de conhecimento do produto e pressionar demais o cliente. O equilíbrio entre ser proativo e respeitar os limites do cliente é essencial para a longevidade nesta função.

The best thing I ever did for my career was ask for a promotion. I didn't demand it, and I definitely made sure I had the track record to prove I deserved it, but I wanted to be sure that my manager knew my aspirations, so that we could work together on my career within that company. Especially for women I believe it's very important to be clear and communicative about your career progression with your manager(s). We assume that our leadership team will notice our hard work and grant us a promotion because of that, but often times they might not even realize it, or might even want to keep you in this role since you're good at it. Don't be afraid to make your ambitions known so that your manager can lay out the road towards it for you.

Uma atitude que comumente funciona é demonstrar disposição para entender as “dores” das demais áreas como logística, financeiro, fábrica e outros. Utilizar de forma eficaz o hábito do saber ouvir e lembrar-se quê as demais áreas estão para atingir o resultado do todo, e que por diversas vezes estas áreas só precisam saber a real necessidade da área comercial e alinhar as prioridades, dentro dos limites propostos de cada área, propondo assim soluções, com criatividade, sempre em busca não somente do resultado da parte, mas sim do todo.

The impact of neglecting self-development as an outside sales rep can be significant. Firstly, by neglecting to invest in their own skills and knowledge, sales reps risk falling behind their competitors who are actively seeking personal growth and improvement. This can lead to a decrease in performance and success, as they may not have the necessary tools and strategies to effectively navigate the dynamic and competitive sales environment. Additionally, neglecting self-development can cause a stagnation in one's career, as they may become complacent and fail to adapt to changing market trends and customer needs. This can limit opportunities for advancement and growth within the company.

Development is critical in a sales role. Products, Techniques, Technology and the Competition are evolving constantly. The inability to take the initiative to get better can destroy an otherwise successful sales career. If you are remote and are not actively seeking training opportunities or participating in those provided to you, unfortunately you are at risk of falling behind to a competitor that is. Development is an easy thing to put off, but it is something that is a career killer if you think that you "You Know It All."

Dentro do sua trajetória sempre lembre que a responsabilidade de desenvolvimento e preparo é sua. Busque modelos que apresentam resultados de qualidade. Procure se relacionar com pessoas que contribuam com seu crescimento. E por fim, não parem de estudar, pois sempre temos a oportunidade de aprender algo, independente do tempo.

It is very easy for one’s ego to inflate after finding success in a sales role. That success is often short-lived when we stop working to improve our skillset because we think we know everything. The moment we stop learning is the moment we start falling short of our true potential. The good news is that self-development is something that we as individuals are able to control. One of the most important pieces of advice I have ever received is to “remember how little you know.” I tell myself this every single day, which pushes me to continuously learn and actually helps me make better decisions in general.

Neglecting self-development in a sales career is a big mistake. In sales, things always change, and you need to keep up. If you don't grow your skills, you risk falling behind. It's not just about selling; it's about understanding what your clients really need and how the market is changing. By learning new things and improving your skills, you stay on top of trends, get better at selling, and communicate more effectively. This helps you build stronger relationships with clients and understand their changing needs. Remember, change is the only constant in business. To succeed in sales, you need to evolve as a professional and always be ready to adapt and grow. This way, you'll stay ahead in your career and meet your sales goals.

C’est là que certains d’entre eux – stressés – commettent une grave erreur stratégique : tenter de vendre à tout le monde pour développer les ventes ! Même avec une excellente formation commerciale et des processus de vente bien rodés, vos commerciaux iront droit dans le mur en suivant cette voie. Vous voulez savoir pourquoi ? Voilà la pensée derrière cette erreur : si je prospecte 10 leads, je gagnerai un, deux, ou trois clients (suivant l’efficacité commerciale et le taux de transformation actuel dans mon activité).

Neglecting company culture can hinder the success of outside sales professionals. Failure to align with it may lead to conflicts, dissatisfaction, and a lack of motivation, hindering effective representation of the company. A poor fit within the culture can limit the ability to build crucial relationships, while a disconnected environment may result in a lack of support and resources necessary for excelling in the role. To mitigate these challenges, thorough research and understanding of the company culture, along with active participation in cultural integration activities, are essential for achieving career success in outside sales.

Toda empresa tem sua cultura própria, que direciona todos os esforços do time. Muitas partes importantes da cultura não estão escritas e precisam ser percebidas no dia a dia para que se tenha sucesso na empresa. O trabalho remoto, ou home office, dificulta a disseminação da cultura nas empresas, assim como o trabalho externo, os vendedores externos em geral ficam mais distantes da organização e por isso precisam valorizar muito mais as interações presenciais que a empresa proporciona, como reuniões semanais, Feedback mensal, café da manhã com o diretor, etc...

Conversando con un colega me consultaba cuál era la que consideraba la principal fortaleza de nuestra empresa, a lo que concluí: La Cultura. Hablar de este tema es muy común pero muy difícil de practicar, ya que la cultura empresarial es como un lego donde quien aporta una pieza para su construcción, sin embargo es vital tener líderes positivos que contagien y sean embajadores de la cultura, esta se consigue las rápido cuando se aprende de las acciones de los compañeros que cuando es solamente una declaración en la recepción de la compañía

If you're thinking that company culture won't matter, you're doing yourself a grave disservice. A poor company culture can be a drain and a distraction, but a positive company culture can make work rewarding and enjoyable. Don't ever sell yourself short in the process - you deserve to be happy!

Accountability cultivates trust and confirms integrity - all three of which are essential to advancement. During my years as in sales, being transparent in all aspects of the role (projections, planning, travel, expenses, delivering on promises, etc) allowed senior execs to recognize that I could be trusted with more. As a Director of Sales, it is absolutely one of the most important characteristics I looked for in each member of our sales team.

One thing I’ve noticed over the years is that when it comes to personal responsibility, the sooner that you can acknowledge your faults and your shortcomings, the sooner you can grow. Especially in sales culture, everyone thinks they are the best sales person that ever lived. However, the ones that are aware and humble enough to ask for help and to see how others do things will quickly sharpen their craft, and become better than the rest of the field.

Accountability creates trust with your internal and external clients and most importantly, yourself. Accountability allows you to do what you say and mean it. Relationships can grow when there is transparency.

As a sales person, the worst thing you could do is leave a customer with product support and not follow up. The customer needs to recognise you as a champion for their cause in your organization. They have to believe that you're the right person, not because you're the boss, but because you will not stop till there's a faster, better and more economical solution. There's a job description scope for sales, and there's the on-field actual sales scope. Choose at your own peril.

Its only through the acceptance of your own failure that you are able to identify areas in which further growth is required. Those who seek to absolve themselves of responsibility also remove the need to constantly improve and evolve. In sales, like many other professions, if you are not moving forward you are moving backward as your peers surpass your skill level. Accepting and embracing accountability is key to this natural evolution throughout your sales career. Those who avoid taking responsibility, both positive and negative, ultimately fail in time.

Feedback bem dado é uma das principais etapas para um plano de desenvolvimento. Abaixe suas defesas e tenha maturidade profissional para saber que todos, em qualquer nível hierárquico, possuem pontos para aperfeiçoamento. Importante que sejam feitos seguindo critérios objetivos, com exemplos claros de fatos que ocorreram e suas consequências.

Feedback is an information which is helpful for course corrections and further planning to get it right. Hence feedback has to be taken whether it right or wrong. That’s my perspective and it may change from individual to individual, group to group.

I’ve had the incredible fortune of working for exceptional business leaders during my career. Such experiences with great leaders and managers have offered constructive challenge, valuable feedback and new perspectives. One of my best managers emphasised the importance of staying open and coachable to fully benefit from these experiences. This holds true regardless of our position or experience level in the business. It’s important to note that constructive challenge, feedback, and fresh perspectives often emerge from various sources, including junior staff members or critical friends. As sales professionals committed to personal growth we must remain receptive to feedback, no matter its origin.

Feedback is crucial for growth, however some managers perceive it as a one way road. If we want our employees to embrace Feedback, we need to be willing to hear their feedback too. 360 Feedback is one of the best practices to foster growth and accountability in organizations.

Feedback, regardless positive and negative. Where genuine praise gives you a nice little dopamine hit and motivates you to build on your strengths, constructive criticism can reveal your blind spots and help you fill gaps in your skill set. So you usually win if someone offers you their feedback. It’s also pointless to assume that anyone wants to share their feedback to make you feel bad. Most likely, they want to help you improve and guide you to a greater contribution to the overall success. Give people the benefit of the doubt and assume good intent.

Avoid hindrances to outside sales career progression by prioritizing continuous learning, building strong relationships, embracing technology, staying adaptable to market changes, focusing on personal branding, actively networking, and welcoming feedback for continuous improvement. Neglecting these aspects, such as poor time management, resistance to change, and inadequate communication skills, can impede success and limit career advancement in the competitive field of outside sales. #ahmedalaali11

Common mistakes in outsider sales include neglecting relationship-building, insufficient product knowledge, and poor time management. To avoid these, it require to focus on building strong connections, deepening product expertise, and managing your time effectively and seek feedback on how to improve continuously to sharpen the skills and adapt to industry changes for sustained career growth.

In my experience you should always love what you do. In Sales you should love your customers, be respectful of their time, show interest in their pain and needs, and most important: LISTEN! Adress the needs and don't sell products. Success and development come naturally with this.

L’’organisation de son agenda, de son secteur et la préparation des RDV sont primordiales, c’est la base et c’est souvent ce qui fait la différence avant de se poser la question pour quelles raisons les autres sont meilleurs que moi ? Il est important également de se remettre en cause afin de progresser et de s’adapter à l’environnement qui change continuellement. Accepter d’être coaché, avoir du feedback, puis échanger avec ses collègues sur leurs pratiques et expériences est impératif. Il est essentiel de ne pas penser à ne rien avoir à apprendre des autres et trop facile de penser que c’est la faute des autres et que ce sera mieux ailleurs. La folie c’est de faire toujours la même chose et de s’attendre à un résultat différent. Einstein

The one thing that most outside sales people fail at is being present and making contact with their customers as often as possible. Too often they rely on email communications to interact with their customers. Today, all of us get way too many emails making them way too ease to ignore. Direct, face to face contact is key which leads to building long-term relationships and becoming a trusted partner.