I was professionally honored and humbled in May. At a very special event at the JW Marriott in Grand Rapids, my ASIS International Chapter presented me with the 2016 “Security Practitioner of the Year” award.
If you are in Sales, you have a number to hit (a goal, target, plan, etc…). In fact, likely, you have a series of numbers to hit. An annual number, quarterly numbers, monthly numbers and even other time-based metrics.
No matter my role….Sales Director, Account Executive, Business Development, Sales Mentor…….my selling of security technology (hardware, software, and services) boils down to hard work. Honing one’s craft, if you will.
I’ve done it door-to-door (starting at age 8! – and again later in life). I’ve done it with cold phone calls – residential, commercial, and at the enterprise level. I’ve done it walking through factories, jails, chemical plants, hospitals, schools, utilities, hotels and more. I’ve presented to Executives, Architects, Consultants, IT Departments, Facilities, Law Enforcement, and every flavor of Security Professional you can imagine.
- Salesperson 1 shows up two hours late to an appointment with no call, email, or explanation upon arrival.
- Salesperson 2 backtracks on prior, written, sales programs, resorting to name-calling in the process.
- Salesperson 3 “drops in” unannounced and offers no focus/value.
- Salesperson 4 fails to return phone calls and emails – and allows his staff to justify the behavior.
- Salesperson 5 uses the same canned message for every type of prospective customer.
I know sales quite well. I engage with salespeople all day long. I also sell.
Many professionals realize that continuing education is vital to their career success. The methods of acquiring additional knowledge and skills relative to your unique profession can take a variety of forms and formats, including:
I sat in Mass a couple of times over the Christmas Holidays and oddly (given the season) my mind wandered to Police Officers.
My mental wanderings began simply enough, noting that a retired police officer was doing the mass readings, the teenage son of another officer was the altar server, and how the wife of a detective was serving communion. Within the pews were other active duty and retired police officers, detectives, commanders, and their families.
If you are in Sales are you a Giver or a Taker? Most in the sales business are Takers.
Sales Account Executives who are Takers (similar to, but not to be confused with order-takers) have an expectation that a customer will lay out a nice tidy outline of what they want to buy.
One of the tasks I most enjoy is helping others gain added value on the security front. When you see those words, “added value,” I understand if you recoil a bit and think, “Yeah, right…heard that one before.”
It’s true, no matter the business, many times the entire concept of “added value” rings hollow and is no more than marketing speak.
Among security management professionals with 30 or more years in the field the continuing fragmentation of the security industry is cause for concern. Today we have “Cloud, IT, Cyber, Physical” and other variants within the security industry. This fragmentation continues into our corporations with widespread disagreement on the terms CSO and CISO (respectively, Chief Security Officer and Chief Information Security Officer).