You have a sales bandwidth. Your sales bandwidth is determined by how comfortable you are with the sales process. Regardless of whether you are a technical professional or a salesperson, there is a breadth and depth to the types of transactional conversations you are able to have.
Your sales bandwidth makes you receptive or fearful of new products, platforms or services which your company introduces to the market space. Your sales bandwidth allows you to be an engaged student of sales processes and practices. Are you receptive to developing your sales bandwidth? Perhaps that concept causes you to circle the wagons ever closer, as you hunker down in the comfort of the status quo of your professional discipline.
Your sales bandwidth allows you to assume sales responsibilities in addition to the technical role you play in your organization. Your sales bandwidth creates opportunities for you to collaborate with folks outside of your professional comfort level or discipline.
What’s the breadth and depth of your own sales bandwidth? Are you diverse or homogeneous in how you identify sales opportunities? Are you a risk-taker or are you intimidated by new technology? Are you stuck in your cubicle doing the same-old, day-in and day-out, hoping you won’t be asked to increase your collaborative bandwidth?
Your sales bandwidth impacts your ability to translate the relevance and value of your deliverables to others outside of your domain area expertise.
The dust still is settling from 2008 and global economies are anything but stable. That situation makes business development and sales part of everyone’s job description, stated or not. You should consider developing some type of sales bandwidth. You will be asked to determine how your expertise impacts revenue generation for your organization.
Your ability to develop your sales bandwidth is becoming a major aspect of driving your company’s revenue stream and your institutions’ bottom lines. Your sales bandwidth translates into a critical component to your employer’s longevity in the marketplace.
There’s no one-size fits all training program to create selling bandwidth. It’s not a matter of adapting what worked pre-2008, or even the most tried and true sales training methods, and applying them to today’s marketplace.
Your sales bandwidth incorporates what you’ve been taught to do with the knowledge base you create as a professional Person of Worth. Your sales bandwidth involves developing the ability to have conversations even your customers didn’t know they wanted to have with you. Your sales bandwidth involves having conversations even you, as a non-traditional seller, didn’t know you were capable of having.
Today’s market spaces and institutions call for individuals who are able to articulate the value and relevance of their input-throughput-output in words and phrases everyone can understand. That scenario makes developing your sales bandwidth part of everyone’s job functionality, stated or not.
What is your plan for identifying and enhancing your sales bandwidth?
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.