The Cornerstone to a Long and Lasting Sales Career

In a recent interview, Jack Welch was asked “What’s the Secret to Success?”

He responded ” Find out what your boss wants and then over-deliver.”

How simple is that!

As Sales and Account Managers do you know who is your ultimate boss? How many of you when I said this, the first person that popped into your mind was your immediate supervisor, the CEO or possibly your spouse. That may be true, but in a sales business the ultimate boss, the one that makes the final decision as to you and your company’s success is the Customer.

The cornerstone to any long and successful sales career must incorporate Mr. Welch’s philosophy. I can ramble on but there is no need. Let me restate the quote as I think it should be for Sales and Account Managers:

Find out what your Customer expects and then over-deliver.

• Over-delivering has to become a mindset and be intentional in everything you do.

• Being average or just doing the minimum should never be good enough again.

• Your customers will grow to trust that when given the opportunity you will always give them more than they expect.

• Once you have the reputation for over-delivering others will seek your services.

• Your customers will no longer see price as the only differentiating difference between you and the competition.

• Do this enough times and before you know it, great things will begin to happen.

The downside to over-delivering is you are constantly raising the bar on customer expectations and those expectations become the new standard. That is why you must be committed to always learning and improving your skills. You will begin to seek out those who can help you improve and you will learn to dismiss those who try to hold you back.

I am committed to trying to help you learn and improve your sales skills. It is my hope that whether you are a seasoned salesman or just beginning your sales career I can help and be a part of your growth. If you are willing to let me know what skills you wish to improve and the expectations you have to grow your career, I will try each week to provide you with information from my training and years of experience. And as always, I will attempt to over-deliver.

Please leave a comment below or email me at feedback@wewaonthenet.com.

Now let’s get out there and over-deliver!