I am about to hire many sales people and I have never hired a large sales force before. It started me thinking about the type of person that I would want as a sales person. I remember a conversation or two early in my career when people told me about a sales person that could “sell ice to an Eskimo”. They said it with pride. I am a pretty good sales person and I know for a fact that I cannot sell ice to an Eskimo. They don’t need ice. I wouldn’t even be able to start a conversation with an Eskimo about my fine line of ice products. I would be embarrassed to broach the subject. To be good at selling ice to an Eskimo, it seems to me, you have to be good at lying.
On the flip side, I can sell something I believe in really, really well. When I stand in front of a client and I know I am offerring them something that they need, my confidence shows through and I usually make the sale.
My conclusion – I am going to search for honest people that believe in my product. And, of course, are willing to work their asses off to make a lot of money.
So…if you understand the impact of the separation of audience and media, and you understand why previous shopping activity is the leading indicator of future purchases, and you can’t sell ice to an Eskimo – please contact us, we may have a great sales job for you.
