Selling is part of everyone’s job function. Selling may not be stated as part of your job description. Perhaps you are front line or in a support function. Regardless of where you fit into the business equation, selling is solidly a part of everyone’s job function.
Selling is directly tied to generating revenue for your company. How do you support revenue generation for the folks who compensate you? Consider whether you add to billable hours associated with a project. Determine how you can reduce the amount of non-billable time associated with that project. Assume a more active role in adding to your organization’s revenue efficiency. You are selling yourself and your value to your colleagues, in the process.
Selling impacts how you view your relationships with your associates. Are you easy to work with? Are you collaborative? Are you a resource, the go-to guy or gal for your company? Are you an ambassador for your domain area expertise? In working with you, are outcomes more robust?
Selling creates opportunities for yourself and your company. Your ability to be accessible and collaborative allows you to lead when necessary and follow when called for. What types of cues are you giving to the folks in your department, let alone other departments in your organization?
Selling is not a dirty word. Whether you eschew the term “selling” because it’s supposed to be outside of your professional discipline, or not, your own success in your career incorporates a large component of selling.
Selling involves addressing folks’ fear of risk. Selling ideas involves working collaboratively to overcome this fear of the unknown, as you target outcomes which build value and ROI.
Selling involves acknowledging your own impact on the ROI of your company, and the value you bring to their table, time and time again. People either want you on your team or they don’t. It’s up to you to identify their reasons. If you want to be part of the team, you will need to keep your selling options open.
Are you selling folks on YOU? Are you selling colleagues and customers on the value and ROI that your core capabilities bring to their business table?
Selling isn’t a question of some type of cheesy and sleazy dialogue. Yes, there are plenty of sales folks out there now who reinforce this sales stereotype.
The last time I checked, selling was defined as the exchange of goods or services for money. If you are employed, you are actively engaged in exchanging your professional expertise for compensation. Your company is involved in actively applying your professional expertise, and that of your colleagues, to output and deliverables for your customers.
In this digital marketplace and global economy, selling remains part of who we are as professionals, whether technical or non-technical. This week, think about how selling is part of your job description, stated or not. Even if you are a technical professional, a non-salesperson.
Babette N. Ten Haken, Founder & President of Sales Aerobics for Engineers®, LLC, brings entrepreneurial mojo and business- and revenue-producing collaboration and communication tools to small and mid-sized Seller-Doer businesses and startups.