I can’t tell you how many “Dear Uncle Paul” letters I get where someone needs advice on how to convince their boss to support them on something.
Some are trying to “sell” their boss that their social networking activities are important.
Others are trying to “sell” their boss on the importance of the after hours networking they do.
And you can bet that there are many sales reps these days trying to “sell” their boss that there are sales activities beyond cold calling.
I wonder how productive this type of “selling” is?
Do we ever really get to the magical place where the boss says “Now I get all this social networking stuff” or “You sold me on the importance of including other sales activities next to those cold calls”?
And even if we do . . . I’m wondering if that really changes anything?
Please allow me to clarify.
I’m not telling you to defiantly go into your boss’s office and offer a double barreled middle finger salute . . . .
I’m just suggesting that perhaps we waste our efforts selling the wrong people.
What are your thoughts . . .
Should we expend lots of energy trying to sell the boss?
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Hi Paul,
It is my personal experience that showing up with the results of al these extra curiculum efforts is much more likely to asure that they won’t bother you woth rules and regulations (my grandfather used to say,rules are for bending, not breaking).
If we salespeople are big enough to decide who to call, who to visit amd how to approach them, don’t you think we could take the exta step and move beyond what is expected from us, especially since in most cases our paycheck depends on it.
Selling your boss in the above mentioned cases is in my opinion like asking your wife for permission to tie your shoe laces once they open durong a walk.
Regards,
I agree and feel the results should be enough.
Thanks Bart!
Bart,
I think you nailed it, the proof is in the pudding. I think selling (convincing) our boss can be a wasted effort as with customers.
Don’t tell, but show positive results and I think it will be hard to find someone who disagrees.
If we need to sell our boss, maybe we are lying to ourselves that something is working when really it is not.
Well stated Adam!
Thanks for taking the time to stop by and comment!
Like everything else, it’s all about making the right pitch.
Thanks Rich!
Paul, you need to acquire your Boss’s “Buy In” if you are going to deliver change or innovation which delivers business value and benefits.
So yes you need to sell to your Boss if you want change to happen.
Enjoying your stuff from over here in the UK.
Thank you for the kind words . . . I agree on the bigger picture stuff, I’m just wondering about selling the boss on how we choose to target accounts and grow our business?
Thanks for taking the time to share your thoughts!
Good morning Master Paul,
I agree with Bart. Showing results is much more time effective than selling results. Our customers expect no different from us. Verbs are just words until you put them into action!
Have a great day!
Shelly
“Verbs are just words until you put them into action!” . . . I love it!
Thanks Shelly!
Paul, I one who really grew tired of trying to sell the boss on ways to increase sales, create new products etc. However, I did it my way and even though it made money and we led the nation in my product I was terminated for not getting him approval before going forward. Therefore, I think it is somewhat important to at lest get approval to proceed with a new idea.
It’s funny you picked this topic. I have been working hard on selling my boss and his family (family owned business) on the importance of updating our website and implementing an online presence, for the past year. We had our last agency pitch yesterday. I also decided that if they don’t get it, after all I have laid out in front of them, that I wasn’t going to waste any more time on it. I’ve covered every angle, thought of every analogy and even conjured up a sequence for a return on investment that should make it a slam dunk. It’s no longer an alternative form of networking, but a real important sales tool for the ones who can make it work for them. I need their buy-in to get the right tools. Right now I’m working with a crescent wrench and just hope my efforts haven’t been wasted on the wrong people. It may be time to move on down the road until the light bulb makes contact and comes on.
Let’s hope for the best that they see the light and give their full blessing.
Thanks for sharing your thoughts Mark!
I know the boss and you better be on the same page– in most research over 50% of the sales process inolves getting your own organization to buy into your customer and sales strategy. If operations feesl the account is a “loser” they will not step up and provide the service resources, etc. necessary to close and support the customer. So in my opinion you have to always be selling the boss plus the other cross functional areas who will impact your sales cycle and customer.
John
Well said John . . . Thanks!
One’s leader should always be considered in the sphere of influence. Support from above can position someone for promotion or advancement. Leaders are also great soundingboards and often possess the experience to offer helpful solutions. Yes, include the boss!
Thanks Beth!
Forgiveness not permission, there’s time where it makes a difference but if you’ve already proven results on the side, you don’t need to sell nearly as hard. Just do it baby
Agreed!
Thanks Chris!
I once had a manager that I have had the opportunity to work with at 3 very good organizations ( twice by aquisition ), deliver this advice…..
adapt,evolve, or go extinct. The idea has never been lost on me in almost 20 years in a volitile industry. With a military background, the philosophy of Sun Tsu holds as true today as it did 2000 years ago.
even if we don`t like to admit it, often our first customer is…..our boss!
This explains a lot of the dry swimming: spending time and effort on your boss instead of spending it on your customers……I admire any salesperson with the courage to ignore such expectations, but in an environment ruled by numbers and their controllers such salespeople are hardboiled……