Everyone gets trapped in routines at some point, even in sales-the same routine, the same way of selling. Habits become patterns, sometimes leading to stagnation in our sales approach and our development. During one of my stagnations, I unexpectedly found a new perspective; stepping out of my comfort zone and shifting sales methods helped me achieve outstanding breakthroughs in sales. Sometimes it takes an out-of-the-box solution to observe a new way of doing the same old thing, in this case, a new way of selling the same old product or service. An out-of-the-box change might be what makes your sales quota this month. Read more about how a shift in sales perspective will usually come from someone else. When you find these opportunities for change, embrace the new ideas and increase sales.
It was about two years into my time in the sales office in Orlando, and work was routine. I was selling office supplies for the Quill campaign, and an offer for a business trip came up. Our neighbor office in Jacksonville, Florida, had a shift in campaigns that required they change from selling AT&T small business services to selling Quill office supplies business to business. They were used to selling telecom products for AT&T, and the change happened overnight; their sales teams didn’t know how to sell office products, so the Orlando leaders took a little trip up to Jacksonville to help their team with the transition.
While Orlando leaders were discussing the products and the pitch, their leaders quickly realized that they could use the same sales method they were used to. They were used to selling a bundle including business phone, internet, and long distance to small businesses. They shifted their mindset to selling paper, toner, and bathroom soap in a bundle, and this well-rounded bundle enabled them to quickly pick up additional products during the rehash (post-sale process). They shifted their bundled phone service experience to selling bundled office products, which worked.
They would go into a business and pitch a bundle they made up using some existing promotions and a whole lot of excitement. Our leaders who were supposed to teach them learned a lot from these newbies to office supplies. They took the challenge of change in campaigns to position themselves within a few months as the top seller in the Quill market.
The Power of Perspective Shifts:
Becoming accustomed to a particular method is easy, but innovation often arises from breaking free of these molds. The Jacksonville team’s shift in sales strategy inspired our shift in sales perspective. That shift in mindset led to creative problem-solving and a new strategy for both our teams. Our Orlando team’s unique approach we learned from them resulted in higher sales conversions.
Learning from Unexpected Sources:
Take a page from the playbook of the office in Jacksonville that experienced an unexpected shift. Previously selling telecom products for AT&T, they pivoted overnight to selling office supplies under the Quill brand—a daunting challenge but one that forced them to see things differently. When faced with such a shift, their sales teams had to adapt quickly, and they did so with remarkable results. Their inexperienced perspective on the Quill campaign encouraged our Orlando leaders to follow their lead by selling bundled office products resulting in increased revenue. It took their outside-the-box strategy to enhance our own sales tools.
Embracing New Ideas:
The Jacksonville team’s transition to Quill exemplifies the power of positively embracing the new. Their leaders could have approached the situation with cynicism and resistance, but they didn’t; they kept going and implemented a strategy based on what they knew. Their openness to change inspired our Orlando team to think differently about our same old way of pitching paper, then ink and toner, and so on.
Applying Lessons Learned:
Our Orlando leader’s willingness to collaborate and learn from Jacksonville’s fresh approach reinvigorated our sales approach. Learning from them gave us valuable insights that reinvigorated our sales practices. For me especially, I had a new approach to get me out of that stagnation I was in.
In sales, there’s a constant need to adapt. As you navigate your sales journey, remember that your next breakthrough might come from someone’s fresh perspective, a new idea; when this happens, be willing to learn from others. Break free from the routine and embrace change; you can elevate your sales game and achieve remarkable success. For more posts about sales, read How a Sales Strategy Can Help You Achieve Your Goals, Mastering the Art of Goodbye, and What is Rehash. Subscribe for more sales posts and DM me on Instagram; tell me about your experiences with stagnation. I would love to hear about it. Have a great day.
