In my last post I wrote about what it takes to be successful in B2B Sales, my overall message encapsulated in a single sentence; “be someone people want to buy from and sell something people want to buy".
This time I’ll focus on the “sell something people want to buy” and highlight the importance of choosing the right company to work for; one that prioritises its people and the crucial role a nurturing manager plays in shaping the trajectory of a B2B salesperson's career.
In B2B sales long term success is not about having a hot product, it’s about being able to offer a good product/service, at a competitive price backed up by an organisation genuinely interested in building long-term relationships with its customers; people want to buy from organisations and people they trust.
What follows are in my opinion the key attributes of a trustworthy organisation; you should look for these in the organisation you decide to build your B2B sales career in; it may also be interesting to mark your current employer on how they stack up against the list.
Culture and Values
The culture and values of the organisation you work for serve as its heartbeat, pulsating through every department and every interaction. For a B2B salesperson, aligning your personal and professional values with those of the organisation you work for is the cornerstone of a happy and successful career. When values converge, a productive workplace culture emerges, fostering collaboration, shared goals, and a real sense of purpose.
Innovation and Adaptability
In the rapidly evolving landscape of B2B sales, innovation and adaptability are not mere buzzwords; they are prerequisites for success. A forward-thinking organisation invests in staying ahead of industry trends, providing its sales force with the tools and strategies needed to navigate a dynamic market. In a forward-thinking organisation innovation becomes not just a corporate buzzword but a shared mindset.
Employee Well-Being
A company that genuinely cares about its people extends it activity beyond mission statements and slogans on the wall. Employee well-being encompasses not just physical health but also mental and emotional wellness. Recognising the importance of a healthy work-life balance, comprehensive benefits, and supportive policies, such organisations create an environment where B2B sales professionals can thrive.
Investment in Resources
Success in B2B sales is inseparable from the resources at one's disposal. A company that values its sales team invests in comprehensive training programs, cutting-edge technology, and relevant tools. An empowered sales force is not only equipped to meet the challenges of the industry but is also more likely to exceed targets and contribute to the overall success of the organisation.
Client-Centric Approach
The heartbeat of B2B sales is a client-centric approach, and an organisation that places clients at the core of its operations fosters an environment conducive to successful sales endeavours. When the organisation values client satisfaction, it sends a clear message to the sales team: relationships matter. This client-centric focus encourages a long-term view of client interactions, fostering trust and loyalty.
Purpose and Integrity
Organisations that operate with a clear sense of purpose and unwavering integrity set a strong example for their sales teams. These companies prioritise ethical behaviour, transparency, and fairness, creating a trustworthy environment. Purpose-driven organisations inspire their salespeople to align their personal and professional goals with the company’s mission, fostering a deeper commitment and a sense of belonging.
The Pivotal Role of a Good Manager
While the right organisation sets the stage, the immediate operating environment is shaped by the individual at the helm, the manager.
A proficient manager provides more than just instructions; they offer guidance and mentorship. Navigating the complex landscape of B2B sales requires more than technical know-how; it requires insights, strategies, and an understanding of the nuances that only come from experience. A supportive manager acts as a beacon, helping their team navigate challenges and make informed decisions.
Skills Development
B2B sales is a dynamic field, and skill development is an ongoing journey. A good manager invests time in developing their team, identifying individual strengths and areas for improvement. Thereafter, implementing skills development programmes to the specific needs of each team member, ensuring a more efficient, knowledgeable, and adaptable sales force.
Motivation and Recognition
As we’ve discussed previously the journey in B2B sales is filled with highs and lows. During challenging times, motivation and recognition become integral. A supportive manager recognises the efforts of their team, providing positive reinforcement. This not only boosts morale but also fosters a positive work environment where individuals feel valued and appreciated.
Advocacy and Resource Allocation
A supportive manager acts as an advocate within the organisation, ensuring that their team has the necessary resources for success. Whether it's securing additional training opportunities, technology upgrades, or additional support from other departments, a manager's advocacy plays a pivotal role in creating an environment where the sales team can flourish.
Feedback and Growth Opportunities
Constructive feedback is the cornerstone of improvement; as lots of people have said to me over the years, “feedback is the breakfast of champions.” A supportive manager not only provides feedback but also identifies growth opportunities for their team members. This might involve challenging assignments, cross-functional experiences, or specialised training that aligns with individual career aspirations.
Trust
Trust is the foundation of any relationship. A supportive manager builds trust by being authentic, consistent, reliable, and transparent. They create a safe environment where team members feel comfortable sharing their challenges and successes. Trust fosters open communication, collaboration, and a sense of security, enabling the sales team to perform at their best.
Conclusion: Long-Term Success in B2B Sales
In the world of B2B sales, success is not solely an individual achievement but a collective effort. The right organisation provides the canvas, and a supportive manager wields the brush, painting a portrait of success.
When these elements converge, a B2B salesperson is not just an employee; they become an integral part of an environment that nurtures success, personal growth, and professional fulfilment.
As a B2B salespeople you should consider the organisation and manager you work for not just as entities providing employment but as the building blocks of your future success story. Choose wisely and you can transform a “job” into a successful, rewarding and happy a career.
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