Make Yourself Vital

Salespeople, listen up!  It’s time to shift…..
to embrace the new and to move towards where we are headed.


Holding on to the hope that things will return to “pre-COVID-19 normal” will render you stuck and you may struggle to catch up.  The future is here and it’s time to stop fighting against what is, and go with the flow.

I mean it.


And I’m saying it because you’re my people and I want you to make yourselves vital – not redundant.  I want you to be forever employable and desirably so: not just “holding on to your job in fear”…

So, I have a few suggestions for you to consider and act on to make yourself vital:


ONE: Head in the direction of the shift

Not every business is doing it tough.  Find out what’s going on in different sectors by reading articles in business magazines online and by watching which sectors are recruiting.  Then start a conversation.  Be curious.  “What are they finding?  What changes have they had to make to their approach in order to take advantage of the current state of play?  What impact has it had on their teams?  Their customers?  What do they think the next 6 months looks like for them?  What action will they need to take?”

Not so you can get a “sale”, but so you can build industry insight.  And the reason that’s important is so that you can make your service and product more relevant now and going forward. 

This is why order takers will not survive.  Proactive, consultative, interested sales people will.


TWO: Get into action now

Have conversations.  There: I said it. Simple, right?  Yet some companies have sales people (and I uses that term loosely) who are texting or emailing their customers!  Fail.  Not reading the room people!  If ever there was a time to have an actual conversation it’s NOW.    And, not just so you can sell, but to touch base, understand their world, understand how you can support them.  Pick up the phone and talk.  Listen.  Use web based video conferencing tools as your next best alternative to an in person conversation.

But get in touch in person.  Not via text.  Not via email.  Person to person.


THREE: Deepen your capability and your skills

There’s a saying that says: “If you’re not growing, you’re dying”  and I guess it’s kind of true.  Set yourself a challenge to embark on growing your capability as a sales professional.  Read.  Listen to podcasts by sales experts.  The Advanced Selling Podcast is one I’ve subscribed to for over 10 years.  Do your own professional development.  Reps who are pleasant brochure deliverers (and let’s be honest: talking all about your business is a verbal catalogue) will not be vital.  Sales people who consult will be.  The economy needs sales professionals who are resilient, positive, professional, able to find opportunity, nurture it, win it, grow it and keep it.  They will understand that they are their own brand and that how they show up everywhere matters.  Connection is king and those who connect more deeply will get better results (they always have but with less of it around, these skills are more important than ever)


FOUR: Become willing, embrace the new

Holding on to old ideas especially when they no longer serve you is a kind of insanity!  When you become willing to embrace change, there will always be a new benefit there for you to have, and quite often, it’s way better than the old was going to be.  Seek and ye shall find.  That really means, we find what we go looking for, so be on the front foot to seek out new opportunities to learn, to improve, and take the necessary action.  Action drives competence.  Action drives confidence.  Don’t wait until you feel confident before taking action – it’s the reverse.  Take action so often that you build a reserve of confidence.


FIVE: Educate yourself

Get some perspective and think about what this time means for you.  What is happening in countries we trade with?  How will that impact you and your business?  What are the examples you can embrace?  What are the examples you can learn from?

While this pandemic isn’t forever, its impact will be felt for a long while to come.  What will it mean for the way we socialize?  What will it mean for our national economy?  What are the trends?  What are the new emerging industries?  Play it all out: how will that change the way we sell, communicate, interact, play, work, socialize, think even? And what qualities do you need to make these changes an advantage for you?


These are only 5 ways to make yourself vital, but each of them requires action.  Get up, get talking and get moving people. 


We need you!




View our other posts

Entitlement vs gratitude

I heard a story the other day that I found troublesome but not uncommon.    And it’s something that will absolutely separate those who will be ready willing and able to make the most of 2021 and those who won’t be. The first story was that of an employee who was...

Making the shift from Knowing, Doing to Being

I’m not interested in what you know, how long you’ve known it for or even how much you know.  I am happy that you know it.    Experience shows me though that it’s not knowledge that changes things, it’s the application of that knowledge.  We can know a lot of...

Choose Enthusiasm

Joy!….What is it good for….absolutely everything!  Say it again!   Customer service people, sales people, leaders of people….those of us who work with others to achieve an outcome understands the power of enthusiasm.  Of bringing joy to a situation.  It’s...

Are you successful in spite of yourself?

Success.  Achievement.  Getting results.   In sales and in sales leadership, there’s a measure of success: improvement in sales, improvement in margin, increase in average transaction value, reduction in sales cycles…So when targets across these measures are...

2021 Starts Now

Victorian sales teams: if you’re waiting for the end of lockdown until you can get back out there in person to see your prospects and customers, stop waiting!  The time was 2 months ago.  Act now.   I say this because it’s like we’ve been wading through treacle...

Unexpected lessons from COVID

One of the things I drive and encourage in my client work is a practice of review and reflection.    It encourages and promotes a greater level of self awareness, learnings to take forward into future situations and link new concepts to existing knowledge.  It...

Why Connection means more now than ever

A big part of my business is facilitating workshops with sales teams and their leaders….these days, all of these are on Zoom.    One of the things that initially worried me was how well I’d be able to connect with the participants as I’m not able to physically...


I’m a Victorian.   Just as we faced the end of stage 4 of lockdown there’s no real end in sight…we’re all just hoping we can have a “normal” Christmas.   Now I know it can seem that the weeks are kind of flying by on one hand, but I think it’s because one...

Output over Optics

Remote workforces are here to stay.    While in many ways we’ve never been so “unseen” the essence of the value we bring to others has never been more exposed than it is right now.  Poor sales approaches, poor leaders, poor company values, poor work practices….ta...

From What if to Even if – A practice of positive action

Things are tough right now.   Regardless of where you live, the impact of the decision for Victoria to effectively close up shop will be felt by us all.  It’s just a matter of degrees.  Victorians will of course feel it more acutely. It is human to be despondent...