National Sales Center

Why Work Harder When Smarter Is The Key To Sales Success

An interesting question was posted on one of the Sales Blogs I visit. “What’s more important, sales skill or sales will?” This question generated a ton of responses. Things also got very heated and eventually the once friendly debate turned into some serious arguments. I have some thoughts about working smarter in sales.

Working Smarter In Sales

Skill or Will? The question is rather simple yet many of the responders took liberties to enhance it so it would fit their point of view. Some assumed one rep had no skills while the other rep had absolutely no desire to succeed.  Some said if you have the will, you’d be motivated to get the skills. Reading any of these things into it isn’t fair to the question. The question simply asks if sales will is more important that sales skill. Is working harder better than working smarter in sales?

Obviously, you need a health amount of both skills and motivation to succeed in sales. Also, please know that I don’t feel achieving quota is “succeeding in sales”. Achieving quota is only adequate success. For me, “succeeding in sales” is about being ranked in the top five percent. So, what will get you there, will or skill? I believe, in order to succeed, you need to work smarter in sales.

Working Smarter In Sales Is A Better Strategy

I must say that I was disappointed in the number of sales managers that placed a higher value on will over skill. I guess their strategy to make their numbers this year is to simply work harder. What good is working harder at things that don’t work well in the first place? Besides, the salespeople I know are already working as hard as they can. The only way they can earn more commissions is by working smarter and using powerful sales skills.

Would you rather be operated on by a surgeon with will or a surgeon with skill? I’m not saying will isn’t important. I am saying skills development is critical to success. That’s the value of solid sales training.

Knowledge Allows You To Work Smarter In Sales

Peter Drucker said, “Knowledge has to be improved, challenged, and increased constantly, or it vanishes”. Based on my experience, the sales team with the best sales skills will always get more than their fair share of orders. That’s the way it is and that’s the way it should be. That’s why I voted for working smarter in sales over working harder.

I’m disturbed that so many of the responders didn’t place Employee Development on the top of their list of priorities. I’m disturbed that so many managers felt working harder is more important than working smarter. The key is to get your arms firmly around the Sales Process. You can’t overlook the value of powerful sales techniques.

At least I now better understand why I never read, “I got outsold” on a Lost Order Report. Apparently, too many don’t value skills. Their “plan” is to work harder and find another opportunity. Unfortunately, if they don’t work smarter, they’ll only repeat the same mistakes.

Knowledge is power, bank on it!

Now you understand my position on working smarter in sales.

Nick Moreno

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Tags: sales advice, sales skills