Everyone has to start at the beginning, and sales people are no different. They start with minimal training, little product knowledge, an uncomfortable desk, and a simple telephone. Their inexperience forces them to flounder in their efforts until they gain enough knowledge to become a little more successful. Unfortunately, many are expected to meet quotas and have a success rate that might seem unattainably high. It is little wonder why many neophyte salespeople don’t survive the first five years of business.
Unless they learn effective tools and skills, many people with sales careers face the underlying fear of prospecting and face-to-face contact with their potential customers. Therefore, their longevity in the business doesn’t guarantee that they would be effective sales people.
The assurance, knowledge, and skill that are brought by each professional to the business stems from the foundations that are laid in the beginning. The value of the mentors, and understanding of when to bring in the experts cannot be overstated. Often, providing a potential customer with inaccurate information can lose them. Taking the time to talk with someone more experienced can easily prevent this.
There are a number of reasons why sales people chose not to seek out the experts, or their mentors. It could be a simple sense of pride; being able to boast that it was done without help, or that it was done their way can be a powerful incentive. Conversely, an inexperienced sales person might feel insecure about asking for help, or they might not want to intrude when the more experienced people are busy.
However, there are just as many reasons why it is beneficial to bring in expert help when needed. For one, it shows the potential client that the sales person truly understands their needs, and is willing to put their best interests first. Second, the less experienced sales person can learn the information that he needs to know, and use it in a similar situation in the future. Third, by respecting, and truly utilizing the knowledge and experience of the mentor, a rookie sales person can help to foster a stronger relationship with the mentor, leading to further potential opportunities for both.