The Sales Improvement Pendulum

We use the pendulum as a metaphor for extremes. We see it in social trends and politics all the time. It’s important to note that there is at least a thread of truth in the extremes, that’s why they get taken so far. When they get carried away, that’s when the momentum naturally causes a regression to the mean, which is usually a lot closer to the truth.

When you look at sales leadership and the trends in the industry, we’ve seen these swings before.

In the early 20th century, there was a lot of talk about honor, service, and integrity. Selling was considered a highly noble profession. It took a lot to go door to door and sell your wares. The prominent voices of the day were Napoleon Hill, Dale Carnegie, and the like.

A positive attitude and a great work ethic were the cornerstones of both sales and self-improvement. In the latter half of the 20th century, sales became industrialized. It was less about personal fulfillment and service, and more about corporate profits and revenue consistency. Selling was boiled down to a science.

We learned a lot over the past 50 years or so, but it’s time to take a more human-centric approach, and we can feel the tide turning. People know how to sell, and they want to learn more about what it would mean to bring more of themselves to their sales methodologies.

That’s why it’s the perfect time to dig into what it means to Sell Like You. Know what needs to be done. Get it done in your own way. See the results, and feel the fulfillment while you’re at it.

If you want to learn more about how I work with teams to put these concepts to work, check out my services.