A member of my sales team recently landed a great sale after a full year of working on an account. It’s a great sale for a number of reasons: Obviously, for us, it’s great for the sales numbers and it validates what we (especially this sales person in particular) have been working on for a year.
For the customer, it solves a huge problem that was staring them straight in the face without any obvious answer. So we helped them improve air quality in a critical, life safety space, while being significantly more efficient than what they currently had. We’re talking a payback period of less than 2 years here, nothing to scoff at!
I’m proud of my sales team for this huge win. And not to take anything from them, but our solution is literally the only solution that would have worked without drastic structural and fascia changes to the building. So before we even went to work on this account, finding creative ways to help them condition and treat critical spaces, the foundation was laid for success.
And that is the inglorious, boring part of the win that often goes unrecognized. And that’s fine with me.
My job, as a sales executive (or sales manager; insert your favorite title here) is to create opportunities for my sales team to solve problems for our customers.
I have always valued the ideas and raw problem-solving abilities of the guys in the hard hats and tool belts as much as those stuck behind a desk. Now, we all know it takes a team to pull off a great success, but it’s those in the trenches, with the rivet guns, the cable benders and the drills who get the job done. I’m happy to give them all the credit.
Live for Their wins
So it’s important to live for their wins; your team’s and your customers’. The huge wins, the little ones; they’re all important.
This culture of recognizing others should permeate deep into your organization, and should extend beyond your walls to your customers as well. If you care about your clients’ success as greatly as you know you should, you will be truly happy for their wins, too. Hopefully, your team had something to do with it!
As a sales executive, live for the wins of your sales team. Don’t for a second give yourself too much credit. They worked hard for it; they deserve it! Be truly happy for them and let everyone see it! You can always pat yourself on the back when no one’s looking.
Ring that bell!
