Like everything else, Sales continues to modernise. So, it’s important to try new things so you don’t get left behind. As Albert Einstein once said, “We can’t solve problems by using the same kind of thinking we used when we created them.” Things change. New industries, new clients and new sales channels means fresh ways of thinking are really important.
However, many sales leaders and execs fail to continually evolve when they are trying to build, grow and manage their team. And that’s stunting growth. What worked five years ago might not work now. And scripts and techniques constantly need freshening up.
Are you finding fresh perspectives?
When issues arise, or a common problem comes up, are you still trying to resolve how you’ve always done? Or, are you trying to do something new? Fresh perspectives and thinking are important to address the issue, as the same approach may be contributing to the problem in the first place.
That doesn’t mean abandoning all your principles and ripping up your current sales strategy. It means thinking outside the box to make continual improvements and embrace new technologies and techniques. It’s about growing your team and results with a diverse mind.
Changing client markets need changing sales approaches
Ask your clients, is their market changing? The answer will almost certainly be yes. Their industries evolve quickly and leaders across the board are having to adapt to keep up. There’s a continual stream of new digital challengers or competitors appearing, or a new technology transforming things, and innovation levels are extremely high in most sectors.
Leaders who resist change and still operate how they’ve always done are being left behind. If yesterday’s methods are no longer relevant, that approach isn’t useful.
Of course, if you’ve got proven methods or people that consistently deliver results, don’t discount them. Rather, add to them. Don’t let them go stale. Mix it up a bit. Bring in new technologies and processes to complement them. Regardless, the power of a fresh perspective shouldn’t be underestimated. If you’ve been doing the same thing over and over for the last few years, even your salespeople will get bored of doing it. Mix it up for both internal and external benefits.
Why being bold sets you apart
It’s tempting to continue as normal, but the sales teams that adopt the latest technologies and principles are normally two steps ahead of the rest. Trying new things doesn’t mean reinventing the wheel. It’s about innovation and growth, at pace. If something stands still and doesn’t evolve, it’ll eventually plateau. Don’t let that happen to you and get ahead of the curve. The best leaders regularly change things up and look for improvements, even if it’s just for marginal gains. These improvements and new activities help grow your revenue, energise your sales team, and meet the modern demands of your prospects.
“Change before you have to.” – Jack Welch
Great article Steve. Reminds me of something my first sales manager said to me: ‘As soon as you think you know it all you’re in trouble’. Gotta keep learning and growing.