7/1/2014 This is for the “Sellers” … Strive Toward these 7 Personal Attributes

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STRATEGY By Michael Monroe, Published June 28, 2014

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This is for the “Sellers” … Strive Toward these 7Personal Attributes

They’ll be no technology discourse in this narrative. We’ll speak to the human side of technology sales professionals.

This post is for those of US who have been there (are there now), and have done it – who can display the scars and

have the trophies to show for it. This is not a feel bad story for us – it’s the voice of the few, the too proud and the

sometimes scared.

This is for the Seller- the customer’s advocate, the trusted advisor, the consultative resource, the challenger seller…

who carries a bag and the quota, marks time by a corporate Fiscal calendar and lives on the edge, awaiting the next

email, call or text.

Those who “make too much money”, never turn in their reports on time, don’t keep the CRM system up to date … give

managers fits and “Mahogany Row @ HQ” the blues. Who are tolerated because nothing happens until something

gets sold.

Who at the end of the day – all too frequently, is measured only by wins & losses in rows and columns vs.

preparation, reflected in execution under pressure, while striving for an always favorable outcome.

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7/1/2014 This is for the “Sellers” … Strive Toward these 7 Personal Attributes

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This is for those who know what they’ve signed up for and make no excuses. Who understand that regardless of their

current tally, score or rank … recognizes they’re only as good as their NEXT deal.

Of course, we’re including those who “bang the phones” for a living, knock doors to earn their keep or drive ridiculous

miles daily; who endure packed airplanes and missed family events – to have a prospect tell them without letting them

finish their presentation, “you are not going to win the project (deal)”. Yet strap it back up and approach the next call,

visit or meeting as if nothing negative just happened.

Who battle for every dollar in commission, care about their bonuses and have persevered through three comp plans &

two managers in 9 months – with no reduction in quota!

This is for those who are standing on the tarmac awaiting the flight to the “Winner’s Club Trip” for the third time in a

row. Rewarded for their efforts, surrounded by an “elite group of winners”, who they’ll eat/drink and be merry with for an

all expenses paid week in an exotic location. Then they’ll return to the office – wondering how they’ll do it all over again

in the new Fiscal Year.

It’s also for those who have one month left “to get the number” or find another job – elsewhere.

It’s especially for those who can’t tell their spouse, significant other, family and friends, manager, executive team,

doctor or pastor – about their secrets. Perhaps the “demons” they battle – a myriad of destructive behaviors or nearly

paralyzing fears – managed only by an unnatural motivation to succeed, in an occupation where most think it is

glamorous and easy, BUT few really would dare to go.

SO, if You resemble any of those depicted here – read on

I say to You:

7/1/2014 This is for the “Sellers” … Strive Toward these 7 Personal Attributes

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Michael Monroe

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Michael P. Monroe is an independent, cloud & premise based Unified Communications &

Collaboration (UCC) consultant with over twenty years of global sales, business development,

management and marketing experience leading, developing and contributing to Information

Technology and Telecom companies ranging in size from Global 1000, Fortune 500, INC.500 to

start-ups. He... View full profile

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1. Do not be defined by what you do or what others say about you; recognize you’ll ultimately be judged by who you

are

2. Treat others – especially those who seemingly can do nothing for you – as you’d like to be treated; genuine

humility begets respect.

3. Always – Listen, Learn, Prepare and Execute like your life (not just your career) depends on it, because it does.

4. Be particular attentive to hear the “still small voice”; listen to your conscience, trust your instincts & BELIEVE in

You.

5. Find, develop and nurture a relationship with someone you can trust EXPLICITLY.

6. Love deeply, care too much, have fun and don’t take it too seriously.

7. Remember – You are NEVER defeated until you QUIT.

This article originally appeared on Musings of a Cloud UCC Sales Exec and has been republished with permission.

Find out how to syndicate your content with Business 2 Community.

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