I refer to my previous article, BASIC INGREDIENTS OF A SALES ORGANIZATION: SOURCE, ELEMENT & ESSENCE, which was posted on Sep. 14, 2011. 

This time, as its sequel, the same principles of SOURCE, ELEMENT & ESSENCE in a different perspective are applied to sales force members in a sales organization. I will continue to use the same analogy of reference to agriculture whereby seeds, soil and environment constitute the basic ingredients  for quality produce. 

Source: The Seeds

Seed as a collective group is broadly represented by the circle of contacts of a sales force member. The seeds include previous and existing clients, previous and existing  associates, referees or alternatively known as centres of influence (COI), friends, relatives, social acquaintances, fraternity/association members, service providers etc…….and the list goes on.

The broader the circle of contacts and the larger the number of individuals in it, the richer is the source of “seeds”. However, bear in mind that work must be done to identify, qualify, select, collect, organise, increase etc.  in order  to  “hone”  (in this context, it means to develop) the seeds. Source by itself can be a passive (not of use) ingredient;  it requires to be developed and processed to become an active resource -  i.e. serving as incessant supply of the source - then it becomes  usefully active. For example, a sales force member may get to know two new acquaintances who are seated beside him at the same table in a dinner function. If he just introduces himself, shakes hands, exchanges name cards, engages in nonchalant conversations by the way, and then bids them goodnight at the end of the function, the two new acquaintances will only be his passive new contacts. On the other hand, if he could strike up an interesting subject of discourse with his two new acquaintances and secure their eagerness for get-together fellowship again,  then that could lay the beginning of friendship which could be honed. A passive contact is of no use. An active contact serves as a useful resource. A passive contact is left as a mere idle contact. An active contact is honed, and it involves some efforts. See the difference?

In agriculture, the quality and condition of soil must be suitable for seeds to germinate. In the case of a sales organization, element is represented by the type of leadership. In the case of a sales force member,  personality plus capability constitutes his element. This personal element is a prerequisite. Whether  the sales force member concerned can convince his intended prospective customer to “buy” him first will make the great difference.  In short, his source of contacts must first be attracted to his overall personality before they are willing to be his resource. Overall personality is groomed – it takes efforts, time and a process. A sales person’s level of professionalism cum knowledge is emanated from a process of self-development.

The right environment must prevail for seeds to germinate in the right soil so that plants or trees can spruce up well to bring about the intended good produce. Personal mental frame, attitude, paradigm and his surrounding atmosphere – all these eventually form  the sales force member’s aptitude, which in turn determines whether he would succeed in attaining high scores. Personal environment experiences cue the resilience level for sustaining a pursuit. It is thus important that he mixes around with positive-minded colleagues. It is important for him to participate in positive activities run by his sales organisation. It is important that he attends meetings so that he keeps himself abreast of the latest updates related to his job. Personal environment is self-imbued. 

A sales force member who holds a master plan for amalgamating the three basic ingredients in his sales endeavours will reap long-term achievements as his ultimate result.

Quote For Ponder:

Plans without appropriate actions are mere dreams;

Actions  without appropriate plans are nightmares;

Appropriate plans amalgamated with appropriate actions turn dreams into realities.

Best Regards.