I’m not a salesperson – why this isn’t helping

It’s getting tired actually. 


I mean, how deluded are we when we’re responsible for driving any of the following and not join the dots to selling:






Corporate partners





Customer experience


You’re in sales.  Your title may not reflect it, but you are.  Accept it, nay…embrace it!  When I speak with those in professional services or financial services in particular, they tell me that sales is a dirty word.  I’ve even been asked if my name keeps these people away because the very word is enough to trigger them!!

And I do get it.  Being salesy isn’t actually a compliment: it implies pushing, convincing, manipulating, telling….doing anything to get a “sale”.

In the current context…in the liminal context (where the past is gone forever and the way ahead isn’t certain yet) we need to reframe our association to selling from being a dirty word to it being the lifesaving elixir it truly is….

Sales drives the survival of any organisation.  Sales is what feeds the engine.

Without sales there isn’t an organisation…well, not for long anyway.

Sales enables people to be employed: to remain employed, to employ more people and for those people to grow professionally and contribute meaningfully

Sales enables prospects and custoemrs to benefit from goods and services they need in order to do what they do better and to help others in turn

Sales is one of the most direct and challenging personal development roles ever – your sales grows to the degree its sales people grow

Sales is an exchange: of ideas, of direction, of terms, of goods and services.  Improving our ability to “sell” improves the message’s impact and reach. 

Think about where we are right here right now.  Companies are already having to make tough decisions in order to stay “alive”: the first layer is reducing hours and encouraging staff to take annual leave.  Without enough sales or revenue, expenses start getting cut.  Budgets are trimmed.  Headcount is reduced.

Sales leaders and their teams once leading the recovery from last year’s COVID impacts, are now spearheading its survival with the continuation of COVID led hardships.  We’ve had recessions before but we don’t know when or how things will improve from here.  The revenue that is available is getting harder to find, harder to secure and harder to keep.  And the methodology to doing those things is different.  What is the future of professional and financial services businesses and how do they stay relevant to the way their customers want to engage with them NOW?  It’s clear that they need different and dare I say better ways of going to market and delivering value than simply being available and hanging their hats on reputation, price or customer base.

Knowing what this looks like and how to do it will separate those who struggle and those who survive and continue to evolve into the future they’re able to then take part in. 


Where do you want to be? 

View our other posts

Are you someone who just breathes in?

When I first heard someone say this, I loved it because it says it all!    Are you someone who simply sucks the air in, or are you someone who contributes? I’ve written a lot lately about the obvious difficulties we’re experiencing, selling remotely in a market...

I’m not a salesperson – why this isn’t helping

It’s getting tired actually.    I mean, how deluded are we when we’re responsible for driving any of the following and not join the dots to selling: Memberships Clients Revenue Sales Donations Corporate partners Retention Services Subscriptions Participants...

Is it time to readjust your sales force?

With changes to markets, and so much disruption going on, it is inevitable that companies are looking to the levers they can utilise to maximise revenue, and reduce costs so they can respond well now and place themselves in a stronger position going forward.  ...

The antidote to uncertainty

It’s everywhere…and for good reason.  Uncertainty.  What will the future be like?  How will it impact our business/our team/our customers/me?  What do I need to do to be ready for it?  What do I need to do today? When we don’t have certainty we create it for...

Sales Teams Need Strong Leaders

In workplaces, schools, businesses, politics, communities we look to leaders for strength, truth, hope and a clear path forward.    This couldn’t be more important for businesses everywhere than it is right now.  The right leadership will rally teams together in...

Getting Back Up

How many times can a person be struck down before they just can’t bring themselves to get back up?  We each have a breaking point.    There are superhumans who have a well of inner resourcefulness they draw upon that keeps them internally strong when all about...


  We know when we hear it.  We sure know when we don’t.  Conveying it without brutality however, is a skill worth cultivating. It’s not acceptable to simply vomit truth bombs on others without any regard for that person’s feelings, experiences or context, and...


Have you ever woken up at 2am in a sweat?  Filled with anxiety and pacing the floor?  Have you walked around in your pjs in the wee small hours, looking into the fridge, not really knowing why, but hoping the answer will jump out yet at the same time, knowing it...

Have the conversation

The other day I had the privilege of witnessing a sales leader sharing a story with newer sales leaders about a difficult conversation he had early on in his career.    He was 3 weeks into the leaders role and the person he needed to “have the conversation” with...

Belief: what to do when your team doesn’t have it

You may already know that I work with a number of sales teams across a range of industries and regions.  From time to time I come across teams that don’t believe in either their product/service or that their target is possible to achieve.  It might be understandable. ...