As top-performing sales professionals, we are often in many different companies in any given day during any given week. Each person we interact with expects a certain level of integrity and also a high level of performance. Sometimes this is hard to juggle.
While you're meeting the high expectations of our buyers, your own organization expects you to drive results by selling as much as possible. Sometimes what your client's need and what your company is asking you to do can come to a crossroads -- this is where high character is expected and it's sometimes tough for people to juggle.
We've been given certain expectations as far as sales quotas and revenue. We're kind of taught to do whatever it takes to meet those expectations.
We've all heard and taught that sales is a number game, selling is really simple, you've got to be able to take rejection, overcome objections, and keep your head down in order to keep plowing through.
The future demands that High Character (HC) sales people accomplish their objective but they also keep their eye on matters such as integrity, ethics, and extreme focus on the buyer. More importantly, HC salespeople understand that buyers need to make their own business successful and make a relationship on the way.
When HC salespeople do that, they are juggling both organiations. By that, you are actually becoming part of your buying organization (you're working with your buyer, helping them with their issues and helping them succeed). At the same time you're a part of your own company that is asking you to sell as much as possible
It is at this point that HC salespeople actually relish in the opportunity to juggle both demands and make both companies successful. To accomplish this, HC salespeople must know who the are as a person, and they have to know what they stand for.
And this is why high-leadership will be expected in the future
