C-levels and executives who don’t take sales calls should be fired

Everyone should love to be sold to.  Some of the best outcomes in life come from the sales calls you do take. If C-levels and executives are not taking calls or supporting team members to discover new solutions – they are serving as a preventer and not an enabler. I have tried to focus on why people commonly dismiss sales calls and want to look at the hidden value behind these opportunities.

The Executive Temperament

We are naturally conditioned to be wary of people who are not in our networks and often we are dismissive of people who make contact who fall into this bucket.

When extended to a corporate setting this is especially true. Research shows we are more likely to do business based on individuals/companies on the back of peer recommendations. Furthermore, with time being a finite quantity and prestige being associated with various roles – it is highly unlikely that C-levels and other executives make the time to take a sales call from a stranger – but if you are a professional at any level, here is why you should take those calls.

If they have got your attention, they deserve a little more

In a world of Slack, Facebook, Linkedin, Twitter and 1,000s of emails cluttering our inboxes – it is increasingly difficult for sales professionals to break through with a new idea for your business. If they have got your attention it is likely due to the fact that they have done their research and that they honestly feel like they can contribute some value to your business.

Sales people are not losers – in all likelihood they are only getting in touch if they feel like you are a real prospect and can deliver you real value. Logically and economically it is not in their interest to waste time. After all, time is Money

Sales People are Assets

If sales was an Olympic sport – they would be natural hurdlers. Conditioned to avoid rejection, determined to achieve at all costs and fearless in reaching out to people outside their immediate networks – there is a reason why Forbes quotes that 20% the current Fortune 500 CEOs started their careers in sales.

Sales people from other organisations can make valuable hires both for internal positions or for other roles in your company. All the best people I know in sales secured their current role by impressing a previous client or partner – as was the case with a recent hire at my current company, TrustRadius.

Sales People have Great Networks

When networking is your day to day role – becoming friends with sales professionals can be advantageous in spreading your own message and seeking support as you seek to solve problems relevant to your position. Sales people often are inclined to do favors for prospects and even more so for clients – so be afraid to reach out in the case that you are looking for new hires, new solutions or are even looking for a change of scenery yourself – sales people know people.

Be Open to Being Sold

Although you might be hesitant to be sold to – this can be a rich and rewarding process for several reasons. First of all – sales reps are professionals in uncovering potential pain points for your business. Thus, a sales call help you reprioritize tasks for your team and reveal new area of focus or improvement going forward.

Secondly – sales people can deliver insights on your competition and also re-educate you on the state of the market. It is their job to uncover news and talk to people everyday, the best way to learn what is relevant. If a sales person seems knowledgeable – capitalize on the opportunity to better your own understanding and if what they are saying doesn’t seem right – feel more comfortable in the fact that your own thoughts have been validated.

Finally, products are often engineered to deliver one thing,  ROI – return on investment. If you take time to vet the product and understand its benefits – you may discover a new way to improve a core driver in your organization and can leverage this new competitive advantage. Even if the decision is less ROI focused and more value based – take time to draw insights from your team and other stakeholders before making an uneducated conclusion.

Summary

So next time a sales person tries to contact you – if they have done their research and their initial message makes sense, make some time to take the call. Worst case – find someone else in your organization to take the call, as there is nothing worse in life than a missed opportunity. Also remember as a corporate employee in any role, within any industry – your responsibility is to create value, otherwise you wouldn’t be getting paid. Don’t be focused on closing doors, but focus on opening them.

Support individuals trying to make a mark in their career, as we all have had to sell something at some stage of our lives.

If you don’t take the call – maybe your competitor will and that is surely something you can’t afford.

If you don’t take the call – you may be less educated about your needs and the needs of the market you address.

If you don’t take these calls – I would fire you.

 

 

 

About The Author

Dailius Wilson

Dailius Wilson is the 24 year old founder of WolfofYorkStreet.com – helping the world's top SaaS companies to optimise their sales and marketing efforts. Dailius is currently a Director at TrustRadius and a digital blogger at increasemyonlinebusiness.com. Dailius was named as one of the Top 30 Entrepreneurs in Australia for 2015 by Anthill Online and was ranked in the Top 100 SEO Experts in the World. Dailius has also been a guest on the Ellen Degeneres Show and has over 10,000,000 views on Youtube