Sales Amateur Versus Sales Professional
By Alen Majer
I am sure you have heard about salespeople earning
$200-300k, a million or even more. Do you think this sales person is
better than you are? They are not much different from you; they are
not geniuses or impeccable experts in their field. They probably
don’t know much more about their products or service than other
salespeople in the same company.
So you are probably asking yourself – how is it that they
can make six or seven figures and you are struggling month by month
to make ends meet and reach your quotas? The first and probably the
most accurate answer is that they see themselves as professionals.
How can you grow if you don’t adopt new ideas or learn about
new things in business and in sales? How can you expect to advance
to better, higher paid positions if you stop investing in your
In my 15+ years in different roles in sales, I have met many
sales people who never bought a book about the sales in their life.
They never attended a seminar about sales, which was not part of
their company at the time. However, they were always complaining
about how companies are not investing enough in their sales force,
yet expect them to be perfect and up to date. That is the reason why
they don’t want to invest in seminars on their own.
They believe that if their company does not see the value in
it, why would they pay for it by themselves? Also they feel they
know everything about the sales, so there is no need for spending
money on books and seminars, or finding time for reading magazines
or specialized websites. Many of those people who don’t learn
continuously wonder why they don’t advance in their career or are
skipped over again for a promotion.
I am giving you perfect examples of how the amateurs are
thinking while blaming everyone around them for being unsuccessful
in sales. You are the one who is making the decision. Every morning,
when you look in the mirror, are you seeing the reflection of an
amateur or professional?
A sales professional is someone who invests in his knowledge,
who reads magazines and web portals dedicated to sales people and
attends seminars and conferences. A sales person who follows the
trends understands how essential it is to improve him personally.
Professionals are ones they know how necessary this is to start
selling more. And of course – they are the ones who are earning
Be different from the 95% of salespeople out there who are
not investing in their knowledge, and you will start seeing the
change. It will start first inside of you where you will be hungrier
for the new knowledge. You will have a better conversation and
better approach to your prospects and people around you will see
Your self-respect that you’ve gained with that new knowledge
will make the world your oyster. Don’t wait for your employer to
send you to a seminar. Be proactive, for yourself and your career.
It will benefit you in the long term - with your career and most
importantly you will see the difference in your wallet!
You are asking your clients to make a change, but if you are
unwilling to change yourself, how can you ask your prospects to?
Your sales process will also depend on your efforts invested
in research and understanding your customer base, your energy and
enthusiasm about your product. If you cannot transfer enthusiasm to
your prospects, you are in deep problems. When you talking about
something people can feel if you are insincere, or you really know
what you are talking about.
It is not what are you saying but how are you saying
it. What does it mean to be sales professional? I am not saying that
you have to live, eat and breathe sales 24/7 every day for the rest
of your life, but to start seeing your sales position as something
more, something bigger than 9-5 job.
Whether you love your sales job or not, you have a choice to
do it well or not, to be fully involved or back away, and if you
have this attitude of choosing to do your work well, you will enjoy
your job itself!
You can be very productive once you consciously choose to be
in sales, and if you change your approach from “get things done” to
actually enjoy what you do, you can get the job well done and be
rewarded for your efforts. Fulfillment in your life comes with doing
a great job, whatever you do. And your occupation, in this case
sales profession, is just as important to your personal health as
the right food for your body.
Invest in your knowledge; put the seeds in the small steps
and watering your skills and constant caring about your sales
knowledge. And when the time of harvesting comes, you will have the
fruits of your efforts in front of you. To differentiate from
majority of people who don’t like what they do, you have to actually
enjoy what you do.
Start your day by doing your job the best you can, and try
to do it for a week. Then come back next week and do it all over
again. The best you can, not waiting for rewards, not asking for
rewards. Don’t wait for results to come, just do the job the best
you could. When first results came back, when you get positive
feedback from your customers, when you close a new deal – ask
yourself: What has changed?
You will start loving your job because success will come,
first in small steps, but more and more day by day it will grow.
Your customers will start seeing you as a knowledgeable person, your
colleagues will see you with different eyes, and you will realize
that all of that is important, but most important are feelings
inside of you that start building – good feelings about yourself.
You will feel worthy, valuable to your customers,
colleagues, and you will build that feeling inside of you that you
are valuable part of your environment. And you will start feeling
that you are helping others – your colleagues to be better, your
customers to find the best solution, and by helping them you are
actually helping yourself to become a more valuable member of the
Does it make sense? Natural order of things is in doing your
best at what you do best, and the rewards will follow inevitable.
Remember this - you can't fail how hard you try it.
Read other articles and learn more
about Alen Majer.
[Contact the author for permission to republish or reuse this article.]