In Support of Sales

Pandemic Ponderings. Day 173. "In Support of Sales"

The pandemic has affected everyone around the world and many have risen to the occasion. We have rightly recognized the healthcare and essential employees, but there continues to be a segment that hasn't gotten the support or recognition it deserves. Behind every doctor, behind every nurse, behind every hospital providing the best care to their patients, there was a salesperson that helped them get the proper equipment and medications. Not asking for any sympathy, but certainly some recognition to a much maligned profession.

If you were asked to think of a salesperson, most people would have an image of a used-car salesperson. Even if asked for an example of a good salesperson, most would struggle for a little bit. And even inside some companies, sales is not seen in a positive light either. I once worked for a company that saw sales as a necessary nuisance, more of a cost center instead of the main group that provides the revenue for growth and development, and it's no surprise that this company declared bankruptcy and had to restructure.

As a profession we can certainly do a better job showing the importance of sales in every aspect of the economy. In the medical device industry there are associations for the companies, but none for the sales executives in them. Maybe because we're competing for the same limited resources it is sometimes hard to get close to your competitors, but I have always said that I've worn different logos on my shirt, and will wear different ones in the future, so it's best to maintain as many good relations as possible. (I have been very fortunate in this regard and have hired reps from former rival companies and even officiated the wedding of a former competitor!) Maybe it's time for sales to be more inclusive with each other, after all, what do they say about birds and feathers? It's no accident that my wife, best friend, and closest mentors are all in sales.

You can always tell at a bar or restaurant (remember when we could go to those, like in 2019), who has worked in the service industry by the way they treat the staff and how they tip. Same can be said about those in sales. While I can be overly critical of those that are trying to sell me something, I always see it as an opportunity to learn and benchmark from a fellow salesperson regardless of what they are trying to sell me. Selling as a profession is very similar to those that earn a living by working for tips, because your income is directly tied to a commission. For some, there is no assured income they can count on and their income chart resembles more a seismograph wave than the steady line of a consistent paycheck. Messing with the compensation plan of a salesperson is the surest way to create discomfort, and after a bad boss, the second reason stated why someone chooses to leave a company.

Being in sales can definitely be rewarding on many levels. It can be a lucrative profession and provide lots of opportunities. I often get asked how to get into medical sales, and I always ask the individual what their motivation is, and if they say it's financial, I always tell them there are always more lucrative ways to earn a living. Helping others should be at the top of the list.

And if you think you're not in sales, you may want to think again as I always argue that everyone is in sales. A lawyer sells their clients goals to their counterparts and juries; an entrepreneur is trying to convince others to invest in her idea; a non-profit director is trying to sell their vision to a grant officer or donor; doctors promote their practices, and I dare you to turn on a TV and not see an ad by a hospital trying to steer patients their way. That is all sales.

At the risk of discussing a sensitive topic (when has that really stopped me?!), politics is also sales. Just recently, we saw two different political conventions selling to their customers and prospects different and competing visions. Lying and cheating is not a way to get repeat business, and it should not be a way to get repeat voters either. And for those that argue that politics has no role in a business platform like LinkedIn, have to remind you of the billions of dollars that corporations spend in lobbying, 'dark-money', and influencing ballot decisions. Every election has business consequences, and the two cannot be separated. While we may not agree on the issues -or the candidates- we can certainly respect different opinions, and at the very least, try to understand the reasons why someone supports a particular view.

My tombstone won't probably say: 'Here lies a great salesperson', but I will rest easy knowing that many lives were improved -or even saved- by a device I helped sell, be it an imaging system in the operating room or a CT in a Mobile Stroke Unit. Every month I see an "Appreciation Week" for a professional role but never see anything for the people that helped you get every single item you own. This week, I ask that you thank a salesperson, hug them if you can, or simply show appreciation for what they do.

#sales, #salesperson, #thankasalesperson, #wereallinsales