Stop Selling the Brand: Start Selling You

Sales Manager Reality


Remember that feeling; walking into a sales meeting you got your notebook out and pen. The room gets quiet the anxiety builds up as the sales managers walk into the room. Then through the whole meeting, you sit and listen to them writing down your goals and then you feel so motivated by the time it's done. Hitting the market, running those calls it seemed nothing can stop you from selling your brand.

The day always ends with your boss coming up and saying thank you for the effort. Maybe from time to time you apologize and tell him tomorrow will be better. Walking away you think "wow, I can't wait to be him someday". You wonder what it will take. Picturing yourself at the front of the meeting room what a dream.

It's been long misunderstood that being a sales manager is being a top performer. Might be true, let's not draw a fine conclusion on something that ranges so many arenas. Look at the common denominator. No matter what Department, Industry, or Arena you find yourself in. One thing that always becomes an obstacle is the trust and credibility that our teams reward us. Day to day we focus on how to motivate, develop and push our sales teams to become better. We do this how? Do we go and walk the walk? Yeah! That only goes so far. Do we show facts and data? Yes but that only shows so much. Stop and take a look at your past. There was always a sales manager you looked up to. Every time he spoke or took the floor you felt like you could tackle the world. How did he do that? He did that by selling himself to you as his team member.

Sales managers all have one thing in common we never stop selling. What we sell changes all the time. I know we can all agree that when our teams believe in us they provide the best effort. When we walk into the room the attention they reward us is the same attention our customers gave us when we had those shoes on ourselves. Now we focus on selling OUR objective, OUR priority, and OUR expectations. We go out there we ask questions answer and build up this group of individuals to go and tackle a common goal. Growing and selling the brand. Do we sell our brand anymore? Yes. Who do we sell it to now? Our team. How do we do it? By selling ourselves and motivating the team. As leaders we no longer sell the brand, we are the brand. Just like us our teams can only sell something they believe in and value.

Being a young leader in my role proved to be hard but I was able to convince my team the same way I convinced my boss in the interview. I sold myself, you want a top performing team then sell yourself. They need to believe in you just as much as they believe in the brand. Even a position with leaders under you. I wake up every Monday morning and sit in front of sales leaders, I never stop selling I only change my audience and the desk I sit behind. Stop selling the brand start selling yourself.
Eric Sanchez
ABOUT THE AUTHOR
Eric Sanchez> all articles

Cultivating sales strategist and leader, Implementing years of robust experience in multiple arenas. Driving
results and producing sales is a standard, leading and developing individuals is an honor and privilege.
  • /_ckcommon/images/blanks/userPicture.jpgKatelyn Barber1/26/2019 2:15:06 PM
    I think it is interesting to consider selling yourself before the product. While we all know how important knowing our product is, we also need to have teams who trust us if we want them to do their best work in promoting the product. I agree that it all comes down to trust. If we don't build our internal teams on trust, how can we expect our customers to trust us and trust our product?

  • /_ckcommon/images/blanks/userPicture.jpgGraeson Clark1/26/2019 9:09:36 PM
    This article stood out to me because I think a lot of the reason we see unsuccessful individuals in the sales industry is because they get too comfortable and believe they don't have to keep selling and proving themselves. Once they get comfortable, they back off. After reading this article I understand why it is important for us to continue representing ourselves as the brand and to build that rapport with people who will later trust us and buy into what we are selling.

  • /_ckcommon/images/blanks/userPicture.jpgTalei Hutson2/19/2019 2:08:47 AM
    Inspirational for people first stepping into a leadership position or for those looking to increase their impact.

  • /data/userPictures/82D1EC9B-EA85-4A8E-B372-DAB25B0A7C85.jpgEric Sanchez2/19/2019 2:23:23 AM
    Thank you all for sharing your thoughts. I Appreciate your feedback and I wish you all a fruitful year. If I can ever be of assistance to you or anyone please feel free to reach out. Thank you

  • /data/userPictures/DF93CD3C-986B-4317-850A-DAEA6680502C.jpgJames Elkins3/27/2019 7:20:52 PM
    This was an interesting observation and spot on, thank you! Those in sales feel like they need to be the top performing salesperson in order to get promoted. While this may be true in some areas, what I look for is someone who, of course, can sell but has the ability to influence those under them to reach a common goal.

  • /data/userPictures/82D1EC9B-EA85-4A8E-B372-DAB25B0A7C85.jpgEric Sanchez3/27/2019 11:53:27 PM
    Yes sir; Mr.James, Thank you for reading.