A Salesman Walks into a Classroom
The Art of Sales Meets the Science of Selling
by
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It’s a Wonderful Life was a movie made more than a half century ago and the title can explain what the life of a salesperson can be. Sinatra crooned a song, “That’s Life” and if you read the lyrics it depicts the daily ups and downs that a salesperson goes through. I could not think of a more apropos compilation of words put to music that describe the life of a salesperson than the lyrics from That’s Life which was written by Dean Kay and Kelly Gordon and brought to life by Frank Sinatra. If you don’t see the correlation between the lyrics of this song and the life of a salesperson, then you have not been selling long enough, or maybe sales is just not for you. “I’ve been a puppet, a pauper, a pirate, a poet, a pawn, and a king”, If you ask any salesperson if this can be applied to their life as a salesperson, if their answer is not yes to all, then they have not been selling long enough. “You’re riding high in April, shot down in May, but I know I am gonna change that tune, when I’m back on top, back on top in June” This line accurately describes the roller coaster ride that is associated with the life of a salesperson. A career in sales is the ultimate amusement park ride. The roller coaster ride of ups and downs associated with the daily obsession of sales quota, did I make my quota today, this week, this month, this quarter, this half-year, this year, or whatever quota period the company has put in place. A career in sales is not for everyone. There is a checklist that can help you make this decision. Pay for performance is at the top of the list. If you want to get paid for your effort and have an unlimited compensation plan based on how hard you work, and perform, then a career in sales is for you. If you are independent and want to control your life, a career in sales might be an option that you need to consider. A career in sales is the ultimate double edged sword. What have you done for me lately is the mantra that you will hear from your sales manager every day. How do you deal with the psychology of selling is something that will weigh on your mind everyday as a salesperson. Quota never goes away, if you surpass the current quota goal you are always looking at the next quota period. This is a good thing, and something that can keep you motivated to achieve the financial rewards that you are looking for in a career in sales. It also can be and will be abused by sales management because they only look at salespeople in the light of what have you produced in the current quota period. A career in sales is as unpredictable as any career. A salesperson wakes up on the first day of the year and has no idea what type of year it is going to be. This is contradictory of most of the real world where you wake up on the first day of the calendar year and you can expect what your job is going to be like, what your compensation is going to be for the year, it is a very steady lifestyle. If that is not for you then a career in sales might be an option.
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About the Book
A career in sales can be like an amusement park ride; it’s riddled with daily ups and downs. In A Salesman Walks into a Classroom, author Paul D. Barchitta presents a wide range of information about what a professional career in sales actually entails. Meant as a roadmap for success, this guide discusses getting back to the basics. It provides an overview of what the life of a salesperson is all about, from finding your passion to gaining the freedom and independence that a career in sales can offer. It offers specific details and recommendations about time management, including how to prioritize sales calls, where a career in sales can lead you, and how to prepare yourself to get the sales job you want. It also addresses compensation and commission plans and underscores the value of sales training and development. Barchitta focuses on the significance of ethical behavior among salespeople and discusses the evolution from short-term transaction selling to long-term relationship selling. He provides understanding of the magnitude of who the customer is and outlines a model of the steps in the selling process. A Salesman Walks into a Classroom presents a step-by-step guide to help you navigate the often rocky career of sales by learning to identify customers, make the sale, and foster long-term relationships.
About the Author
Paul D. Barchitta is a professor at the US Merchant Marine Academy in Kings Point, New York. He has spent more than twenty years in the medical device industry as a salesperson and sales trainer. He has been a President’s Club Winner for Sales Quota Achievement for three global manufacturers of medical devices.