Organisations Around The Globe Are Sending Out An SOS
Australian and International job markets are crying out for people with sales skills and asking the question ‘where have they all gone?’ It seems one of the most difficult positions to fill around the world is sales roles and roles that require sales skills.
The findings are gleaned from research conducted by local and international award winning Corporate Training organisation Happening People and is the hot topic this week on their converted blog (http://blog.happeningpeople.com or see end of this release). According to Happening People’s Managing Director Samuel Day organisations are becoming increasing desperate to find employees in varied roles with strong sales skills.
The ManPower Group had similar findings in their Talent Shortage Survey of nearly 40,000 employers across 39 countries and territories. They listed sales roles in their Top 10 most difficult jobs for employers to fill.
Managing Director of Happening People, Samuel Day said recently “Organisations know that employees with strong sales skills are the ones that hold the viability of the organisation in their hands.”
The Hays Group released its Quarterly report (July- September 2012) which supports employer claims that sales roles and sales skills are in high demand ‘to further grow a business or expand operations.’
These finding establish the idea if Sales Representatives are in demand to develop and expand a business, then any employee who can display strong sales skills in their role is a step ahead of the rest.
“No matter if you are a baker, a banker or a ballet dancer if you want to keep your job – long term - you are going to have to polish your sales skills. The good news is sales skills can be learnt they are not necessarily inherent in each of us.’ Said Mr Day.
Happening People have offered a lifeline to the SOS put out by organisations suffering under this skill gap and have produced this week’s blog, their TOP 5 Sales Skills for Everyone. The top 5 aims at boosting anyone’s ability to sell and includes;
1. Sales skills for People Managers
2. Sales skills for Customer Service Employees
3. Sales skills in your Career
4. Sales skills for Leading Projects
4. Sales skills in a Team
Happening People are known for their talents in working with organisations to take control of their companies’ performance. They have worked with 25% of Australia’s top 100 largest organisations. They offer Corporate Training Programs focused on Effective Leadership and Coaching Programs aimed at assisting; Leaders, Managers and their teams to become effective and inspiring leaders.
BLOG - Top 5 – Sales Skills for Everyone
For most people when they think Sales People they think of a Used Car Sales people, Real Estate Agents or a Door to Door Sales Person? But what about a Customer Service Representative or an CEO or a Project Manager, they sell too it’s just not as obvious!
Some of the most important sales skills include persuasiveness, good listening skills, self-confidence, self-motivation and the ability to build strong relationships through empathy and rapport. These skills are not exclusive to sales roles they are required by almost all roles.
In 2011 The Manpower Group surveyed nearly 40,000 employers across 39 countries and territories and found the 2nd most difficult job for employers to fill were Sales Representative roles. The Top 10 included, Engineers, skilled trade’s people, Administrative and office support staff, Accounting and finance staff and management executives. When Employers were asked why they had trouble filling these roles it was because a key component included sales skills capabilities in all the roles.
The survey demonstrates that to be successful in any business or organisation strong sales capabilities are a must.
In light of this information we provide you with our top 5 on Sales Skills for Everyone. If after reading through our Top 5 you realise you or your team need to boost your sales skills give us a call we will b delighted to assist you.
1. Sales Skills for People Managers
Effective People Managers are those that can sell their ideas through influence and persuasive action. There’s an old saying that “features tell, benefits sell.” Features are the facts and benefits are their emotional connotations. As a people manager you need to tell your people what you need them to do and then encourage them to do it by selling them the benefits. For example: When conducting a performance appraisal you need to explain how they are performing and help them realise the benefits of lifting their performance to the next level.
2. Sales Skills for Customer Service
When you get an annual insurance renewal you may need to call the contact centre and speak to one of their Customer Service Staff to update your details. Their primary responsibility is to listen effectively, update your policy to reflect the changes you require and build rapport with you and provide you with the cover which meets your needs. This is a process of upselling (buy more of what you have) or cross selling (offering other related products).
Effectively you end up with a renewal of your Insurance and a Life Insurance policy you never knew you needed and now can’t live without! So when servicing customers key sales skills are, rapport, empathy and needs of the customer.
3. Sales Skills in your Career
Many people know of someone who seems to get every job they apply for or get promoted rapidly through an organisation and their career. Sure they may be really good at their job but they are not necessarily the best. One thing they all have in common is self-confidence and the ability to skilfully self-promote. Some quick ways to build self-confidence is to dress the part, have good posture, walk fast (people with confidence walk quickly and with purpose) , speak up and focus on the contribution you wish to make to the world. Moreover people who are good at managing their career sell the value of their skills, experience and knowledge to the organisation.
4. Sales Skills in Leading Projects
Most Project Leaders will tell you it’s a tough gig. The role of Project Leader covers a lot of areas and you need to be very strong in your ability to influence others to get a result. To do this you need to be able to sell the vision to get all stakeholders on board and keep them there even when it gets difficult. Influencing is a key sales capability and understanding human behaviour plays a major role if you are a Project Manager.
5. Sales Skills in a Team
Whether you lead the team or are part of the team one of the most important sales skills you need for work and life is the ability to build strong relationships. To do this you need to use empathy (a person’s ability to understand what another is experiencing). Empathy allows you to build trust and a connection with others and is necessary for interaction and full comprehension of the experience. When strong relationships have been built and trust established your ability to ‘sell’ your idea or to ask for help is that much easier.
Sales skills are skills for life they aren’t just for sales people. If you need to boost the sales skills in your organisation, talk to the International award winning leaders in Sales and Leadership Training.
Happening People Training and Management Consultants
HAPPENING PEOPLE was founded by Samuel Day in 1996. Since that time it consulted with 25% of Australia's Top 100 companies over the past 15 years. Today more than 1 in every 500 working Australians has attended a Happening People corporate training program in topics such as; Solutions Selling Skills, Customer Service, Performance Management and Leadership.
Happening People helps clients take control of their performance and that of their people by understanding the needs of the client and tailoring a specific learning program to achieve greater performance.
More information is available at www.happeningpeople.com
If you'd like more information about this topic, or to schedule an interview with Samuel Day, please call 0412228124 or e-mail Samuel Day at [email protected]
P: 0412 228 124