Inside The Edge
About
The DeVenney Code
Enjoy the unraveling of the business world's deepest darkest secrets from the comfort of your desk with “The DeVenney Code”. Michael’s opinions on both major and less covered business topics can be enlightening, refreshing, and humorous. Gain some perspective on topics that you may have never considered before, and challenge yourself to consistently “think outside the box”.
“The DeVenney Code” is your way to the inside scoop.
| Selling Leadership |
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Most leaders do not know how to sell – and they should. Sales is not a four-letter word. Knowing how to sell impacts your effectiveness in any position or career – you may not be selling products or services directly but you are always selling you and your ideas. When I work with most senior leaders, I find that most have not had sales experience. In fact, sales is somewhat looked down upon – particularly in the professions, (what does a lawyer or doctor need to know about sales – indeed!). I believe this is why leading change in an organization is often a challenge, why leaders struggle with their Board members and external parties, and why leaders do not always connect to empower and motivate their teams. Sales is not about smarmy smiles and pushing products – it is about using influence to get people on the same page. Knowing how to use influence is the foundation of being an effective leader. If you think the authority of your position will make people do what you want as a leader forget it – authority is dead, influence is the key. A study was completed by the Harvard Business Review in 2007 that revealed the top reasons prospects do not buy from salespeople – here are the reasons:
If you substituted “leader” for “salesperson” and “team” for “buyer”, you can understand most of the problems in the workplace today.
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