We’re constantly bombarded with suggestions of “How To” do everything: How to effectively listen, build rapport, and give constructive feedback—the list goes on. Communication is already tricky, even without surprises. Recently, I’ve been coaching individuals who are navigating the challenges that come with additional responsibilities tied to a promotion.
The most obvious example occurs when individuals are asked to do something they weren’t trained to do. Frequently we notice organizations require their leadership to take on new sales responsibilities. Now, they must build a more extensive portfolio, or in nonprofits, individuals become board members responsible for reaching out to potential, current, or lapsed donors. While it may seem like a simple task to some, it’s akin to climbing a 14,000 ft. mountain to others. The initial request can feel overwhelming. The leader can do it with time and preparation, but it might take longer than expected.
Navigating New Sales Responsibilities
At first, the added responsibility can seem overwhelming. If we have excelled in our prior job, taking on something that isn’t in our wheelhouse takes a reframe and time to learn. The key is to assess the situation and lean into your strengths. We’ve heard the old phrase: we are always selling regardless of who we are. Taking an assessment brings clarity. From a place of grounding, we can each approach the challenge with a strategic plan.
- You don’t have to be highly extroverted or love large networking events.
- Maybe you love solving problems.
- You may be a great storyteller.
- You may enjoy helping others succeed.
- You can build credibility through individual connections, and these connections can influence others toward your solutions.
Leveraging Mentorship for Sales Success
It truly takes a village, and many have gone before us. I always ask my client: what gets in the way of you asking for what you need? What questions will guide you in learning from someone else? Who in your own village can mentor you and offer guidance?
Throughout my career, I have relied on the kindness of others to teach, coach, and guide me as I grew in new responsibilities. One sales mentor took me under his wing and walked me through where I needed to focus. Rather than succumbing to overwhelm, I started working on the steps toward building relationships. You can, too! You can also find a coach that can support your growth. We’ve done that with many individuals who want communication and connection skills coaching.
Reframing Sales: A Relationship-Driven Approach
A common phrase I hear when someone receives this new responsibility is, “I don’t want to be ‘salesy’.” We need to reframe what is being asked of us. It’s not about being salesy—it’s about using your resources and your unique way of communicating to reach those who need and want your services. There’s a stereotype of the kind of person we think we need to be in sales. I suggest that you be yourself and learn how to connect with each audience by being just that.
For example, one client that I coached was a consultant. She shared that to secure her next promotion, she needed to demonstrate her ability to sell. During our coaching, we reframed what selling meant for her. It wasn’t going out to networking events. It was in building trusted relationships and noticing gaps in systems. By our next session, she was excited to share her impact—and never once mentioned the word “sales.” Her client listened to her observations, noted her problem-solving, and offered solutions. He trusted her suggestions and moved forward with the noted solutions.
Authentic Connection: The Core of Sales Success
At ARTiculate: Real&Clear, we don’t coach you in selling techniques. We do activate your prior sales training by bringing your individual unique communication skills to the forefront. We coach you on how to:
- Identify ways you can connect with each audience.
- Bring your authentic communication style and approach.
- Be self-aware and curious when your connection isn’t working, and then adjust.
- Take on new responsibilities with skill and finesse—so you can achieve what you dreamed.
As you continue to navigate the evolving landscape of sales expectations, remember that success lies in authentic communication, leveraging your strengths, and embracing the support of mentors and coaching. By reframing challenges as opportunities to connect and grow, you’ll meet the demands of your new responsibilities and exceed them in ways you never imagined. At the heart of every successful sale is a genuine connection built on trust, understanding, and the unique approach only you can bring.
We’re here to support you, your teams, and your organization every step of the way as you achieve what you never thought possible. Reach out to ARTiculate: Real&Clear – Communication can be easier.
Robin Miller is our Executive and Leadership Communication Coach. She specializes in team interpersonal communication and executive communication using the Advanced 360LiC Assessment. Contact ARTiculate: Real & Clear today to learn more.
