Type-Casting
Sales rep type-casting is self-inflicted.
Are you a sales rep that feels you are part of a type-casting scheme to box you into certain accounts or style of buyer? Well, look in the mirror and examine what you say and do – chances are high the problem is you.
Messaging Matters
I have heard sales reps talking about their own “brand” recently and I was reminded again of one of my favorite quotes from Seth Godin: “You aren’t a brand, you are a person.”
The stories you tell within the company you work with and the stories you tell in a marketplace are your choice. No one I know of has a concrete script. And if you do, I hope you are asking how much you can play with the script because locking into the same ol’ same ol’ is a recipe for disaster.
“ The stories you tell within the company you work with and the stories you tell in a marketplace are your choice.
If you feel you are being boxed in, I ask you this: have you done everything you can to open new doors, or are you hoping someone does it for you?
This could be a courageous moment. Make a change.
Don’t be the angry, “typecast” rep in the corner wondering why they never get the “right” accounts. Be the wavemaker.
For the record (again): high-level accounts are never the gimme they seem to be. Today, one can still build an account run that will make heads spin and wine roll without one account that appears on the Heatmap.