Proud to Sell: Celebrating the Profession that Propels Society Forward

Dear reader,

Today, I want to share some insights on a topic close to my heart: the true nature of sales and its critical role in our society and business world.

Sales: The Misunderstood Art

How do you feel when I call you a salesperson? For many, this term carries negative connotations. However, I'm here to challenge that perception and show you why sales is not just a business transaction, but a fundamental element of social exchange that drives societal progress and development.

It's crucial to understand that sales is not about manipulation. True sales is about creating value and fostering mutually beneficial relationships. It's about understanding needs and providing solutions, not coercing or deceiving.

The Evolution of Social Exchange

Throughout human history, social exchange has been a key component of our interactions and social organization. From simple forms of reciprocity in prehistoric communities to the complex systems we see in modern societies, this evolution underscores the critical role of exchange in human civilization.

Consider the example of Empress Maria Theresa's educational reforms in the 18th. Her introduction of compulsory education was essentially a complex social exchange, driven by several key objectives:

1. Competitiveness with Prussia: The government provided education, expecting to create a more skilled workforce to rival Prussia's growing power and influence in the region.
2. Poverty Reduction: By educating the populace, Maria Theresa aimed to reduce poverty in her dominions, believing that a more educated population would lead to economic growth and improved living standards.
3. State and Economic Modernization: The reforms were designed to create a more capable bureaucracy and workforce, necessary for modernizing the state apparatus and economy.
4. Centralization and Unification of the State: A standardized education system was seen as a tool to create a more unified empire, with subjects who could communicate in a common language and share common values.

In this exchange:

• The government invested in education infrastructure and teacher training.
• Teachers were tasked with imparting knowledge and skills aligned with state goals.
• Students were required to attend school, trading their time and labor for education.
• Parents were compelled to send their children to school, often against their immediate economic interests, with the promise of long-term benefits.

However, this reform faced significant resistance, particularly from rural families who relied on child labor for agricultural work. Maria Theresa responded to this opposition with force, threatening imprisonment for parents who refused to comply.

Despite these challenges, the reform laid the groundwork for a more centralized and modernized state, even if its immediate effects were less dramatic than initially hoped. The success of the reform varied across regions and social classes, with urban areas generally seeing higher compliance and more immediate benefits than rural areas.

Sales in Everyday Life

Contrary to popular belief, sales is not limited to the business world. Exchange relationships are ubiquitous in our daily lives:

• Company and customer
• Manager and employee
• Teacher and students
• Locality and tourists
• Sports clubs and fans
• Artist and audience

These relationships are not purely economic but involve various socio-psychological elements of human behavior.

The Two Sales Behind Every Successful Digital Project

In the context of digital projects, there are typically two distinct sales processes:

1. External Sales: Selling the product or service to customers.
2. Internal Sales: Selling the project or investment to internal stakeholders.

Let's focus on the often-overlooked internal sales process, using the example of an IT director selling a technological investment to the board of directors.

Selling Technological Investments to the Board of Directors

When presenting a technological project, it's crucial to:

1. Understand the goals of each department
2. Demonstrate how the investment contributes to these goals
3. Emphasize concrete benefits for each area
4. Use language relevant to each director
5. Show how the project will help each director achieve their results

I've seen firsthand how this approach can make a significant difference in getting buy-in for important projects.

Conclusion

Whether it's in our daily lives or in complex business environments, sales is an essential part of human interaction and progress. By understanding the broader context of sales as social exchange and mastering both external and internal sales processes, we can overcome negative stereotypes and appreciate the crucial role of sales in our everyday lives and the business world.

I encourage you to embrace your role as a salesperson in whatever capacity you serve.

Every interaction is an opportunity for a mutually beneficial exchange. And most importantly, always approach sales with integrity, focusing on creating value rather than manipulating others.

Until next time,

Petra?