These three techniques cannot only increase your sales worth; they can also help you demonstrate your value to your employers.
In nearly every aspect of your sales job, your most important currency is your sales worth. What, exactly, are you worth to the company? Your sales worth gives you the ability to negotiate raises, earn promotions, and get better leads. The higher your sales worth, the more the company will be willing to invest in you. You may already know your sales worth, but does your employer? There are ways for you to demonstrate your value to the company, without having to run around tooting your own horn. These three techniques cannot only increase your sales worth; they can also help you demonstrate your value to your employers.
Somebody at your business knows exactly how much your time is worth. They know how much you earn for the company for each hour you work. If you don’t know what that number is, you can have a hard time convincing others of your value. The best way to know your sales worth is by using the same technique your employer uses.
Keep a log of all your daily activities. Track which ones are making you money, which ones are necessary, but unprofitable, and which ones can be eliminated. Once you see how your day breaks down, it will be easier to spend more time focused on the higher-earning tasks. Find ways to reduce the time you spend on less-profitable tasks, and eliminate any unnecessary busy work. Whoever is monitoring your ROI will see your sales worth increasing, and word will quickly get around.
Your own co-workers are often the biggest threat to your productivity. Office gossip, drama, in infighting pulls people away from their day-to-day tasks, and absorbs their attention no matter what they’re working on. Even people who aren’t involved in the office politics can become distracted and stray off task.
Staying above all the office drama is a great way to show your sales worth. Employers like a salesperson that can perform under pressure, and there’s no greater pressure than peer pressure. If you can stay on task, and remain outside of the office drama, it will not only help you professionally, but also personally. Nobody ever wins the office infighting game—the only victory comes by not playing.
The field of sales is constantly changing. Your products and services likely change as well. If you want to demonstrate continued sales worth, you need to keep abreast of those changes. Staying ahead of industry trends shows that you’re committed to the future of your business, not just your present success.
There are many trade publications that you can read, along with professional blogs and websites. You can also attend conferences and lectures, or even take continuing education classes. Whatever you need to do to stay on top of all the changes in your industry will help you in the end. With a broad enough knowledge base, you’ll become the “go-to” person for co-workers, clients, and managers who need information. Nobody has greater sales worth than the “go-to” person.
Rhys is a tenacious, top performing Senior Sales Recruiter with 11+ years of focused experience in the Digital Media, Mobile, Software, Technology and B2B verticals. He has a successful track record of headhunting top performing sales candidates for some of the most exciting brands in North America. He is a Certified Recruitment Specialist (CRS) and has expert experience in prospecting new business, client retention/renewals and managing top performing sales and recruitment teams. Rhys enjoys spending quality time with his wife, son, and two daughters, BBQing on a hot summer day, tropical vacations and cottaging.