Fostering the Entrepreneurial Spirit
by Gregory Stewart

We live in the age of the entrepreneur; Trump, Branson, Gates and Jobs epitomise the term entrepreneurialism and they are true pioneers of our time. There is an ever increasing desire by so many to emulate the feats of the hardy few who have both the track record and all the trappings of their success. Entrepreneurs are responsible for driving businesses into the big leagues and their charisma and personalities are usually larger than life. What many salespeople don't realise is the similarity between true entrepreneurialism and professional salesmanship. There are quite a number of skills required to achieve an echelon of entrepreneurial expertise that are also vital for success in a career in sales.

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If you ask salespeople what wins sales today, they will tell you they are the key to success and all they need is quality time with customers. The belief is that building a strong customer relationship can only be accomplished one-on-one. Salespeople live in a world where personality, drive and commitment to customer relations are the creed to success. Salespeople believe they are the magic ingredient to increased sales. Are they?

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Businesses have found that the key to successfully completing and accomplishing projects is often through the development of teams. Managers must be able to develop ways for staff to grow and develop as a team. However, team building is not always the easiest task to accomplish. Brian Tracey said, "Teamwork is so important that it is virtually impossible for you to reach the heights of your capabilities or make the money that you want without becoming very good at it."

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Gone are the days of accidental sales success. Stumbling, bumbling, tripping and falling your way to sales triumphs is a thing of the past. Winging your way through sales presentations just doesn't cut it in today's cut-throat, competitive environment. There is a definite need to relearn and reprogram ourselves in order to perform at optimum efficiency. This is why it is vital to come to grips with the inner workings of the mind of a salesperson.

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