Be a Control Freak

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Let’s be honest—no one loves the idea of being labeled a control freak. But if there’s one place to embrace that mindset, it’s in the sales process. Because when it comes to hitting your sales goals, the difference between success and scraping by is all about taking control. 

You probably don’t want to be a control freak in all things at all times; however, you must be one when it comes to the sales process and conversation. To reach your potential, you must embrace the role of a salesperson and avoid the role of an order-taker.  

Here are a few key differences between the two roles. 

What does a salesperson do? 

A salesperson: 

• proactively seeks out ideal clients and avoids those who are less than ideal 
• consults, questions, and probes to identify and solve problems 
• utilizes a consistent sales process focused on helping the buyer make the best buying decision possible 
• becomes an indispensable advisor and partner to clients by building a long-term, mutually beneficial relationship 
• requires deeper knowledge of the problems they solve and the products they offer 
• guides the buyer through the buying/sales process  

What does an order-taker do? 

An order-taker, on the other hand: 

• waits for buyers to find them and accepts anyone who does 
• willingly sells whatever product the buyer is looking for, regardless of fit 
• competes somewhat on product features but primarily on price 
• is seen by buyers as an easily replaceable vendor  
• rarely understands their products beyond the features and price 
• allows the buyer to dictate the rules of the game 

To be fair, most of you reading this can likely identify with aspects of both roles. The more honest you are about how your order-taker tendencies hold you back, the more upside you can enjoy from your proactive salesperson.  

Here’s a little more motivation

Salespeople enjoy: 

Higher earning potential

Hunters always eat more than gatherers. The most difficult part of sales is prospecting and creating opportunities. Those who prospect consistently and successfully will enjoy both higher commission rates and the revenue growth that results from closing more deals. 

Job satisfaction

Most find it exceptionally rewarding to help others solve real problems. This is especially true in the employee benefits industry. Few responsibilities are more challenging for employers than those associated with their benefits program. Advisors adept at identifying and addressing those challenges will be seen as the critical partners they are. 

Career security/advancement

The ability to proactively sell is rare and requires developing valuable, transferable skills such as negotiation, persuasion, and relationship management. These abilities and skills will always be in demand and result in additional opportunities that lead to career development and growth.  

Networking opportunities

Salespeople frequently engage with a diverse range of clients, allowing them to build a strong professional network. When they have developed a reputation as a proactive problem solver, their network will work to make additional introductions. 

Dynamic environment

Problem-solving allows for opportunities to strategize, innovate, and enjoy that coveted “seat at the table.” 

Greater autonomy

Those who drive results are afforded more control over their work process and how they engage with customers. I’m not suggesting that they be left alone with no accountability, but they should be allowed a wider lane to continue driving results. 

Organizational influence

Because of their critical role in driving revenue and growth for their organizations, their contributions are visible, highly impactful, and respected.  

While the difference between taking orders and actively selling may be subtle and nuanced at times, the long-term impact on you reaching your potential is profound. If you want control over your professional future, you must be a control freak and TAKE CONTROL of it, as only a proactive salesperson can. 

Q4i and Goose can help    

We have built an online platform called "Goose: Your Ultimate Wingman" to help you implement these types of growth ideas. In it, you will find the business tools that you need to be a more proactive salesperson: tracking tools, training programs, peer community, access to coaching, and marketing assistance.   

To learn how Goose may help drive your growth, check out our website at Q4intel.com/goose. Or feel free to connect with or contact me directly on LinkedIn.