290 The Wonderful World of Sales 4 – Freedom Rings

The Wonderful World of Sales 4 – Freedom Rings


You have the opportunity to enjoy a greater sense of freedom when you are a B2B sales professional. 


Work Freedom


You can work from anywhere and are not chained to a cubicle or stuck in a traditional office environment. You can perform work-related tasks from anywhere. The only tools you need are your smartphone, your laptop computer, and a good WiFi connection. 


If your business involves travel to customers, you can often service customers within driving distance through face-to-face meetings. Or if this involves air travel, you can live within an hour of an airport to make air travel more feasible.  


When away from home, your remote office workspace can be as near as the local coffee shop, your vehicle, an airport lounge, or a hotel. You can even work productively on an airplane while flying through the clouds.  


Schedule Freedom


You own your schedule… Sure, there are required meetings you will need to attend… but the sales professional often has more control over their schedule than other business professionals. You can squeeze in personal tasks in the middle of the day by blocking off time on your schedule for things like errands or picking up kids from school. 


While many sales professionals shy away from doing work while on vacation, some bring at least a little work with them. If you are facing stiff competition on deals, it might be disastrous to totally unplug for an entire week or two. Unless you are totally unavailable, such as off the grid while hiking through the wilderness, or on a safari in a remote country, plan to stay in touch to address urgent customer needs that arise. Waiting until you return from vacation could result in you receiving terrible news. 


I’m DJ Sebastian, and we’ll continue the discussion on the Wonderful World of Sales in the next briefing. 


289 The Wonderful World of Sales 3 – Huge Earnings Potential

The Wonderful World of Sales 3 – Huge Earnings Potential 


“Sales is where the money is.” 


A career advisor told me this many years ago and it took me many years to believe it and embrace it. 


I finally realized that a career in sales provides you with outstanding earnings potential. 


Many people enter the sales profession because, as a salesperson carrying a quota, they are compensated based on their performance—they aren’t satisfied with measly 2% annual raises as a reward for an excellent performance review from their manager. They aren’t going to accept a gratuitous promotion where the “reward” is merely a title change with no additional salary increase. Many sales compensation plans are uncapped, as the variable portion of your compensation gives you unlimited earnings potential. The better you perform, the more you are compensated. Just as it should be. 


Crushing your quota could certainly put you in a position to earn more than your sales manager and your sales director.


Jim, an elite sales professional, reported that he had years where his earnings were greater than his organization’s executives—and some years where he earned more than the CEO. Of course, the organization’s executives then raised Jim’s quota sky high, so that anomaly didn’t occur again. For some strange reason, they don’t want to pay salespeople that much… even though it should be a win-win, generating significant revenue for the company. 


This high earnings potential has massive appeal. Jim understood that achieving multiple years of high performance placed his income stream into the stratosphere and this opened new opportunities for professional, career, and personal growth. 


I’m DJ Sebastian, and we’ll continue the discussion on the Wonderful World of Sales in the next briefing. 


288 The Wonderful World of Sales 2 – Great Benefits


The Wonderful World of Sales 2 – Great Benefits


The Makings of a Great Sales Career


Bob Stoops, champion college football coach at the University of Oklahoma, said this: 


“I pray that my place will never be with the cold, timid souls who do not compete yet criticize, for they never know or feel success or failure.”


A career in business-to-business (B2B) sales can be fulfilling professionally, rewarding financially, and effective in establishing your ultimate career path. In most cases, your journey will thrust you into a highly competitive environment. 


In the B2B sales environment, the separation between success and failure is clear and bold; You will not experience the gray twilight that plagues the careers of some business professionals… those for whom a career is just a mechanism to earn a paycheck… where the mediocre performance of timid souls is often acceptable. 


But it’s not easy. In your sales career, you will enjoy great victories and also experience difficult challenges. The price you pay includes a commitment to lifelong learning and building required skills, the persistence to focus on your tasks at hand, and the grit to press on in the face of difficult situations.   


A very small percentage of business professionals are willing to take substantial risk to become a sales professional. And to do the work necessary to excel. 


An even smaller percentage can survive and thrive long term as a sales professional. When you do, you join an elite club.  


There are numerous benefits you can achieve that will make a B2B sales career very rewarding. Stay tuned. 


I’m DJ Sebastian, and we’ll continue the discussion on the Wonderful World of Sales in the next briefing. 


287 The Wonderful World of Sales 1 – Makings of a Great Career

The Wonderful World of Sales 1 – Makings of a Great Career


The world revolves around sales.

After all, nothing happens until someone sells something. 


A Career in Sales: A Potentially Wonderful World!


Any person who has excelled in the sales world will tell you that working in this field has so many worthwhile rewards that it’s worth the effort to not only adapt to the major upheavals of the Selling Revolution but to thrive because of them. 


This next series of flash briefings will provide examples of the wonderful world of sales. 


The high-performing sales team gathered for a celebration on a luxurious tropical island located in the warm waters of the Gulf of Mexico. They were awarded a bonus trip after delivering an outstanding performance to finish a year where they absolutely crushed their quota. Sitting under an umbrella on the beach and holding a cocktail, one team member gazed into the blue-green waters and chuckled, “I just love being in sales!”


Charlie, the sales team’s visionary leader, addressed his troops in celebratory fashion. After congratulating each person, he said, “The people on this team, the people you worked with so closely these past couple of years, exemplify the meaning of excellence. But more importantly, cherish these bonds, these relationships, for these are the best people you will ever know.”


Charlie understood that you win with people. That’s where it all started: recruiting, developing, and creating the best working environment that enabled the best people to prosper. 


Years later, many of those bonds exhibited on that tropical island remained strong and evolved into lifetime relationships. 


I’m DJ Sebastian, and we’ll continue the discussion on the Wonderful World of Sales in the next briefing. 


286 The Virtual Sales Advisor Machine Part 9

The Virtual Sales Advisor Machine Part 9


SAM: The Killer App

Because advanced technologies and data are already available in the Cloud, the deployment of SAM will be very flexible and pervasive. Initially SAM could emerge as a mobile smartphone app or as an internet-based appliance that is integrated with other online applications and accessible from any computing device. In each scenario, both customers and sales professionals will have full access to these breakthrough technologies that will lead the Selling Revolution. 


A fully featured SAM is not yet commercially available, but the rollout of SAM-like capabilities could be initiated within the next couple of years. 


SAM has the potential to have a dramatic impact on the effectiveness and the efficiency of the sales force. Responsibilities will naturally shift as repeatable, transactional tasks will more and more often be performed by SAM. However, highly skilled, talented sales professionals will continue to play an increasingly strategic role in the sales cycle. As their time is freed up, they will focus on building stronger customer relationships, demonstrate substantial business value, and uniquely position their solutions by focusing on competitive differentiators. 


When you consider the astonishing capabilities of the Sales Advisor Machine and how it will transform the world of selling, technology is becoming so advanced that as author Arthur C. Clarke wrote

“Any sufficiently advanced technology is indistinguishable from magic.”


And there it is. SAM will emerge like technological “magic” that is poised to impact the sales force and to transform the selling industry.


I’m DJ Sebastian, and we’ll continue the discussion on the Virtual Sales Advisor Machine in the next briefing.