SPARC

Growing up, I was never great at reading and writing, so picking up a book was not something I did much.  Only recently have I discovered how powerful reading can be and how much information is at our fingertips.   

It was not until several years go, and several break up call’s later, that I asked the hiring manager a question that changed my life.  “How am I supposed to get experience before I start an entry level sales job?”  

While I cannot remember the exact answer, the hiring manager muttered a tip or two that ultimately led me to Barnes and Noble to pick up a copy of Spin Selling.  Since that day, I have tried to read, or listen to (Audio Books are great during a commute!) at least one to two new books a month.  I also make it a point to follow industry blogs and thought leaders to keep caught up on the latest articles.  

Theory into practice, and practice into theory, I am excited to forge a new sales mantra that every new and experienced Inside Sales professional should follow if they want to be successful and accelerate their career path. 

SPARC 

Scientific - The scientific method is defined as "a body of techniques for investigating phenomena, acquiring new knowledge, or correcting and integrating previous knowledge. To be termed scientific, a method of inquiry is commonly based on empirical or measurable evidence subject to specific principles of reasoning." Sales is no longer an art, it is a science.  We need to be testing, learning and changing up our tactics as we get data and feedback from our prospects to deliver great customer experiences.   

Personal - It is no longer about your product or your services, it is about their problems and how YOU are going to help solve them.  When I say you, I really mean YOU.  Winning deals today is more about the value we can provide in the sales process than the actual product or service itself. 

Active - FOLLOW UP, FOLLOW UP, FOLLOW UP.  Sounds simple but this is something most reps seem to forget, are too lazy for, or are afraid to do.   Being active is more than just activity.  We need to be Active Listeners, Active Learners, and Active Participants in the process.  

Relentless - NO QUITTERS.  There is always a way.  Keep going.

Curious - Game changer... No matter how much we know today, there is always something new to learn tomorrow.  Whether it is another question to gain clarification during discovery, or learning more about our industry so we can understand a more technical application of our product or service.  Explore your inner Curious George and prevail!

I am excited to start helping the next generation of professionals use sales as a platform to accelerate their careers.  As Mark Cuban outlines in his book How to Win at The Sport of Business, if you know how to sell, you will always be able to find a job!  Follow the SPARC mantra and ignite your future.

Cheers,

Ryan 

@rreisert