What's Missing in Sales

Sales is tough for anybody, I do not care who you are but for the rest of us 99%, meeting the constant sales production goals (objectives) is a major challenge. Those that have researched the data and analytics of their sales outreach efforts and have identified marketing objectives to increase the effectiveness, are at least confident that they have strategies to face this never ending cycle.

Starting from having a paper route then proceeding to my current position, I participate in sales encounters with a high level of confidence by having well honed marketing and business development tools. These marketing tools have taken years of trial, research, constant education, and testing. What I find missing most in the sale process is well developed professional communication skills.

Client: Precision Aviation Training Heli Expo 2014

Professional communication encounters ranges from email, social media, text, phone, group interactions and direct face to face. I have observed poor communication skills in all levels of a company from entry level employees to CEO's. And when in the business environment long enough, you will question how somebody was being successful in their position. Being able to successfully professionally communicate during the entire sales process is critical for having a high level of success.

Sales by definition is the building of a relationship where services or goods are exchanged for money or other compensation. Sales need to be treated with dignity and respect which will organically result increasing repeat sales, loyalty, referrals and positive testimonies.

Developing professional communication skills and deliverables requires a commitment to identifying data and tools used to collect. The data will then be analysed for trends and conversions paths. Mid size market companies and up are utilizing CRM systems with marketing automation software.

Follow my blog for further details into each communication encounter and the tools I recommend for success.



Michael Newhouse
WCN group
wcngroup@gmail.com