Shining Bright: Sales Professionals - More Like the Sun Than You Think
If you hate Salespeople, grab your sunglasses and come along.
Salespeople - often seen as a necessary evil, but what if they were more like the sun? Bright, useful, and indispensable. Pleaaaaase, not another Ode to the glory of those dishonest, pushy, sleazy, dishonest people. Before you roll your eyes, let's shed some light on this analogy and explore why your perception of sales professionals may be as dynamic as the colors of the sky at sunset.
The Many Colors of Perception
Imagine representing the sun's color. Yellow? Amber? Or perhaps, white? In reality, the sun has only one color, but our perception varies. It's like taking the blue pill or the red pill, reminiscent of Neo's choice in "The Matrix." Science sometimes throws curveballs at us, doesn't it? And when it does, don’t you love it?
Intriguingly, just like the sun, our view of B2B salespeople can be colored by bias. Depending on your role, whether you're a potential customer or a colleague within the same organization, your perception may differ. Time also plays a significant role, not just morning coffee time but where you stand in the sales or purchasing cycle.
Sales and Procurement: Two Sides of One Coin
Sales and procurement cycles are the Yin and Yang of business transactions. They're like the horizon to the sun - always there, influencing outcomes. Even if you don't see the sun at night, its reflection on the moon still benefits us. Similarly, your role in these cycles shapes your interaction with salespeople.
But here's the twist: salespeople have their own "course of action" to navigate. The less standardized the product or solution, the more internal negotiation occurs within their organization. Resource allocation, customization, pricing, and contractual terms are just a few aspects. So, while there's only one sun, there are different horizons for salespeople.
Salespeople: The Stargate Between Worlds
Think of salespeople as Stargates, bridging two universes - the buyer's organization and the seller's. Questions are their primary tool, evolving in nature and importance throughout the process. As stakes rise, positive tension may emerge, all aimed at uniting two entities. Depending on when and where you enter this interaction, your perception of the salesperson varies.
The Filtered Lens of Perception
Our eyes see only a fraction of the electromagnetic spectrum. If our eyes were different, our world would appear altered. Ask someone with color blindness, and you'll see the same world differently. Similarly, your perception of salespeople isn't just shaped by interaction context but also by your role and KPIs, acting as additional, often unconscious filters.
Conclusion
Like the sun on a hot terrace or blinding your sunset drive, salespeople can be annoying when they disrupt a perfect moment. But it's all part of the cosmic dance of commerce.
Depending on your role, some of you may find yourselves managing not just one, but an entire constellation of 'suns' simultaneously. This endeavor paints a professional landscape that is both striking and intricate. Painful but beautiful. Remember, just as the world can't exist without the sun, businesses thrive on the bright force of salespeople. There's no life possible without the sun.
As for you, Salespeople, consider that your outreach might momentarily disrupt someone's ideal scenario. Practice courtesy and be amiable, perhaps metaphorically offering them a pair of shades to ease the interaction.
And who knows, maybe the same analogy works with bees, but that's a story for another day!