Be Wary Of So Called Sales Professionals! They’re Not Who You Think!

QUACK!

In my industry, 7 out of 8 new insurance agents do not stem from insurance, sales, or business to business marketing backgrounds.

Well, have you ever wondered why? … because it would appear that if one did bring a little extra something to the table, it would have some type of proprietary advantage, right?

Working for the “DUCK” has all the elements of sales, but is very different compared to selling cars, furniture, or even sneakers. But, I will say, working for us will make any venture into your next sales career an easy one. Why? Because of how diversified you become in communications — from business owners to their employees, you will engage people at all levels of education and socioeconomic status.

So, what’s up with all the so-called “sales professionals” who come to our Open Houses for Agents? And why do they run when they learn more about who we are, what we do and what their role will be?

Let’s find out!

Background

First of all, I never wanted to be the “sales guy” with a warped sense of reality of the world and an over “self-importance” about what I do. I know that a career in insurance or upper-level financial services is not for everyone.

Sales Through The Roof — Every Time?!

But, week after week, and month after month of attending Open Houses and monitoring the reaction of certain individuals in the crowd, really has me perplexed. The “DUCK” has an awesome product and is a real “no-brainer” for business.

Note: The compensation could be better (6 figures is 6 figures though!), but the volume of opportunity and low saturation in the local market is nice.

So, what gives? Why do the so-called “sales professionals” make a dash for the exits?

Well, let’s really look into the qualifications of the sales professionals and see if we notice something. Shall we?

Work & Entitlement 

I first began to get a little suspicious when in conversation I would hear “Well, I’m looking for more of a management position.”

Well, as a manager, I can see the benefit in that. But, the problem is that this is not the type of industry where your previous management has much bearing in the beginning. We all start at the same level and move up in varying amounts of progression.

So, what’s up with all this entitlement? Why do job seekers think they can bypass having to prove themselves… and really, um, work? And how can you be a positive influence to new agents when you personally have not paid your dues?

Analyzing and Reference Checking That Resume!

"Would this ass stop dissecting my damn resume? We both know it's all BS!"

With a little detective work, the “sales professional” may not be what he/she seems.

As it turns out, the sales professional was more of a Department Manager, Project Manager, or Sales Support Manager… meaning THEY NEVER ACTUALLY DID THE SELLING DIRECTLY! Many companies have ulterior positions in sales or marketing that do not involve direct client engagement. But, job seekers will embellish their resumes as to being a successful salesperson.

Why? Because often, the only positions available throughout our country’s extended period of recession is Sales.

So, the job-seeker patiently sifts through sales opportunities to find the one where his TEAM is responsible for a sales expectation, but not him/her directly.

As a Training Mentor for the “DUCK,” trust me, I can spot sales weakness immediately. Working with a new Agent is too intimate of a process not to immediately detect areas that need work.

In the end, be weary of so-called sales professionals! They’re not who you think!