You Need a Sales Sherpa

I’ve never hiked Everest, but the many who have never go it alone. They bring along a guide – a native to the area to help them navigate the terrain, choose their direction and make sense of the weather. On Everest, this is a matter of life and death. The same can be said for sales.

Successful sales people know that they are up against a challenge in nearly every deal. Many organizations have moved to team selling environments for this reason – preferring an army of many to a single soldier. Sometimes the sales person leads, other times they follow. This is why good sales people need at least three kinds of Sherpas – or guides – throughout their career.

Deal Sherpa

Often referred to as a champion or sponsor, it’s important that you identify someone in your prospective customer organization who can help you get a lay of the land. You need an insider. As you map out your path to success, include the key players and their political weight, as well as what’s important to each of them. Collaborate with your Deal Sherpa. Ask them to validate your information, and don’t be afraid to invite color commentary. Sometimes it’s as easy as asking a question, but take the time to be thoughtful about the questions you ask.

Company Sherpa

Find someone in your own sales organization who has been around for a while or who is more successful than you. Put a standing invitation on the calendar to pick their brain. Be specific – ask them to walk you through select deals. Find out their strategy for winning, which company assets they leveraged, any objections they encountered and how they overcame them. Pick their brain about all of the things you think you have figured out, like prospecting and negotiating… these “ancient arts” sometimes age with the sales person. Asking others how they are finding success will help keep your skills fresh.

Career Sherpa

Possibly one of the most important guides you will ever have. You need someone outside of your organization with whom you can talk regularly. Maybe even outside the sales profession. This person should know your career hopes, dreams, frustrations and most importantly, they should know how much you value their time and input. Often, there is nothing in it for them, so choose wisely and make sure that the person or people you select to help you grow in your career path can give you guidance that you’ll actually use. There’s nothing worse than being asked for advice that’s never taken.

Finally – be humble and pay it forward. Remember that you have two hands, one for helping yourself and the other for helping others.

You Need a Sales Sherpa