Narcissism, Phobia, An Achilles Heel, The Midas Touch... A Major Account Copier Rep?
The Greek language as well as Greek mythology has had a tremendous influence on the English language. In our everyday lives, we use Greek rooted words, stems, prefixes and definitions. Some even come from myths as well as stories of gods or goddesses.
Greek mythology was used as a means to explain the environment in which they lived, the natural phenomena they witnessed and the passing of time through the days, months, and seasons.
These myths were used to re-tell historical events so they could maintain contact with their ancestors, the wars they fought, and the places they explored.
This reminds of old tenured major account copier reps sharing stories of the good times oh so long ago. I can hear it now, "I remember I had to make 50 cold calls a day then bring back the business cards to show my manager." "Wow, times were tough back then!"
GREEK GODS AND MAJOR ACCOUNT COPIER REPS
There are those who think ancient Greek mythological stories are nothing more than a bunch of outdated tales, they just happen to be wrong. These stories may have been written thousands of years ago but it is good to remember they were written by wise men who had a hand in helping shape the way we view major account copier reps.
So who are two of these Greek gods and goddesses?
HERMES - GOD OF THIEVES AND MERCHANTS
Hermes is a mischief-maker; the King of all thieves. Hermes was the fleet-footed messenger of the gods. Major account copier reps are the fleet-footed messenger within copier dealerships. Hermes was quite smart at both sneaking out of sticky situations and convincing of his innocence, sound familiar?
The Greeks looked upon Hermes as a patron of travelers, merchants, thieves as well as a bringer of good luck. Major account copier reps do bring good luck to their dealerships, right?
ARES - GOD OF WAR
Ares is the god of conflict and war. He is the embodiment of an insatiable and overwhelming thirst for destruction and slaughter. Successful major account copier reps have a thirst for destruction and slaughter - their competition, correct?
Ares is high-tempered and impatient. He has zero tolerance when it comes to mistakes and he is always ready to pick a fight; winning at all costs, even when there is nothing valid or necessary to win. Successful major account copier reps, does this sound familiar?
With many years of scientific and ancient Greek research, my last blog 3 Reasons Why Major Account Copier Reps Are Setting Themselves Up For Failure I introduced you to a few of the slow growing, self-induced diseases infecting major account copier reps.
I would like you all to know these self-induced diseases do have cures. It is how well you as major account copier reps are willing to keep an open mind to new ideas, new methodologies and new sets of skills to allow you to professionally advance your career as a major account copier rep.
3 REASONS WHY GREEK MYTHOLOGY HAS IMPACTED MAJOR ACCOUNT COPIER REPS ABILITY TO GROW THEIR BUSINESS
Successful major account copier reps build a strategic plan to develop new accounts while building a fortress around their current accounts. With daily precision they are on guard, protecting their vital assets like the Greek god Ares (no not their lease portfolio) their ability to teach, tailor and take control of their own destiny as they explode past their quotas.
"Ditch the Pitch! Explore the challenges your prospect faces, the goals they need to achieve, how they plan to get there and when it needs to be achieved by"
Unfortunately, as time passes and the complacent work ethic sets in, major account copier reps have allowed themselves to become infected with these slow growing, career infected diseases.
LACKITUS PROSPECTITUS
Business development, prospecting to enhance the sales funnel requires determination, dedication and commitment. These three important personality traits ultimately determine the success or failure of ones sales funnel. Effective prospecting is a serious endeavor which requires a game plan and commitment level in order to consistently drive sales revenue surpassing ones set forth quota.
As a major account copier rep you didn't start off your career saying “I just want to be good enough.” Your worked your ass off to progress to becoming a major account sales rep. With consistency, vigor and enthusiasm (albeit you didn't know better) you had to prospect for net new business.
Sports athletes don’t come out of rookie training camp saying, “I’m shooting for average – average skills, average income and average performance.
When you started in the industry you didn't set out with the goal of hanging on, doing enough to just “get by”, or riding it by figuring out how to survive until I can inherit another sales reps accounts. Well, at least not in the beginning, correct?
You worked your ass off to get to where you are at now then something happened - you became infected with Lackitis Prospectitus. You learned that mindset. You learned that behavior. You learned to settle. You became a master of managing the 36-48-60 month lease cycle. Lackitus Prospectitus infected your ability to proactively develop new business.
I am positive the mind can be convinced of almost anything if you tell it the same story over and over again. So here lies the question to all Major Account Copier Reps, V.P. of Sales, Major Account Sales Managers and Dealer Principals...
Are you really happy with average results or have you just convinced yourself that’s the case?
ENABLEMENTUS MANAGEMENTUS
"A thin line separates success from failure, the great companies from ordinary ones. Below that line lies excuse making, blaming others, confusion, and an attitude of helplessness, while above that line lays a sense of reality, ownership, commitment, solutions to problems and determined action. While losers languish below the line, preparing stories that explain why past efforts went awry, winners reside above the line, powered by commitment and hard work."
The Oz Principle: Getting Results Through Individual and Organizational Accountability
Just as Lackitus Prospectitus has run rampant inside major account sales bullpens, the dreaded Enablementus Managementus continues to rear its ugly head.
This slow growing disease has legs spidering throughout major account sales bullpens. Just as major account copier reps must always be developing new business, executive management must always be developing their major account copier reps.
The only person they have to blame for the lack of net-new profitable major account business besides the reps are themselves. Enabling reps to continue their behaviors and actions stifles growth. It is this lack of accountability and enablement mentality which will fuel a sales death spiral.
Rampant excuse-making has caused business inside your dealership to stagnate. Hit Enablementus Managementus over the head (your head) and ask...
- What can I do help set proper major account expectations?
- What training do I need to provide my major account team?
- What can I do to create a more motivated environment for my major account team?
Accountability within the major account team is essential for getting them to rise above their circumstances to get the results they want; exceeding quota, making money and helping the dealership grow profitably.
BABIUS MAXIMUS
This disease doesn't happen overnight. This is brought upon for the dealership to see via Enablementus Managementus. Babius Maximus or Cry Baby is derived from the ancient Greek word morós meaning moron and comes from the root mor - for foolish, the word moró has the same root but is heard much more often ... as the word for baby.
Dealer Principals, your sales department is a merit based society where your top sales reps – those who truly make it happen are typically treated significantly better than any other employee in the company. Elite sales reps make more money (usually among the highest earners in the entire dealership); they have more fun (ever seen a President’s Club trip for non-sales members?); they have more freedom and they get more perks (car allowance, expense account, free stuff).
In many ways, major account copier reps are treated like elite athletes: as long as they are performing, they are pampered. Just like elite athletes, some major account reps believe they are too important to follow the company’s rules.
When sales are down or they lose a deal they turn to crying to get attention. "Our service department let me down", "Why is their always an invoicing issue?" "I need more leads!"
There is a cure for Babius Maximus. It starts at all the way at the top of the dealership. A great leader constantly thinks about the company’s overall culture and health. They understand major account copier reps have flaws and are prone to develop some bad behaviors but they address these behaviors with an appropriate level of response and strategy. Meanwhile, a bad leader puts up with anything from their top performers in exchange for the next deal, a lease renewal!
Throughout our sales history, ego might be one of the largest causes for the downfall of sales, organizations, and even major account copier reps.
Don’t let it hold back your sales career.
Yes, there are some comedic twists and wacky analogies inside this blog but with all sincerity it is to drive home a huge point - change is necessary to fuel sustainable growth inside the copier channel. I get where you are coming from. I walked a day in the life of a major account copier rep.
Learn more about our upcoming major account sales development program here
"From the time I engaged Larry at Social Sales Academy, it has simply been awesome. His street selling experience mixed with forward thinking and enthusiasm helped my team on a brand new journey. I cannot recommend Larry Levine enough in any project you choose and I can also guarantee you will get the outcomes you are looking for." Hari Tharmakumar, Toshiba Australia
I am fully committed to helping your sales team integrate social selling aspects into your current sales process to grow net-new business. I want you to get results. This is why I am passionate about doing this the right way.
In 2016, Larry was recognized by ENX Magazine, “The Difference Maker” as someone who is making a difference inside the copier channel. Larry is passionate about helping sales reps succeed in creating their online brand image
You can find more blog posts inside the Social Sales Academy website.
I appreciate getting the opportunity to share my LinkedIn stories. Integrating the use of LinkedIn was my “game-changer” in the highly competitive copier world. With great pride I transform, coach and inspire B2B Office Technology Sales Professionals to grow net new business by helping them tell their story and communicate on LinkedIn. My commitment is to help office technology dealers thrive in a changing marketplace. You can follow me on LinkedIn, Twitter, as well as at the Social Sales Academy
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