Salespeople as Futurists: Cultivating a Vision for Success

I used to think that salespeople would make lousy futurists. Sales seemed so myopic, whereas futurists were all about the "big picture."

Yet, as I've discovered, salespeople are futurists too.

Sales is focused on outcomes. The best salespeople concentrate on long-term results. However, even they can struggle to maintain their focus on the long-term prize. The distractions of admin tasks, qualifying leads, and sales calls can cloud their vision.

Employing techniques that futurists use can provide an edge to the savvy salesperson. These techniques help navigate change, capitalise on uncertainty, and make informed decisions.

One such technique is The Mental Time Machine, which cultivates confidence in the future and our ability to shape it.

Thanks for the Memories

The first stop our Mental Time Machine will make is the past.

Wait... the past is for historians, not futurists, right?

Wrong. To be a good futurist, you also need to be a good historian. The wisdom we gain from experience is invaluable.

Great salespeople do not outperform year after year by doing the same thing. They succeed by continually learning and adapting.

To create a successful future, you need to learn from the experiences of others. This means not only studying "best practices" but also examining the cycles of change that have influenced your sector. For instance, B2B software sales have experienced many cycles of change, including the shift from mainframes to PCs and from on-premise software to software as a service.

Your own experiences are also a rich source of wisdom, one that you likely squander. The reasons deals fall through or lucrative contracts come your way are rarely examined in detail. Recognising patterns is only possible if you take time to reflect on what is happening.

Famous salesperson and keynote speaker Zig Ziglar emphasised continuous learning from setbacks. He believed in using that experience to create ambitious visions for the future.

(Want to learn more from the history of sales? Here is some wisdom extracted from the experience of some sales masters.)

Ahead of the Curve

The next stop is the future.

The psychological challenge with the future is uncertainty. Research shows that uncertainty is not only inconvenient; it’s also stressful. However, where there is a problem, there is an opportunity.

The greatest salespeople do not focus on solving today's customer pain. They are selling into tomorrow's problems.

It's important not to get hung up on trying to predict the future. Instead, think through what could happen. What does the buyer want next year? The short answer is, you don't know. The better question is: What might the buyer want?

Creating scenarios about what the market might look like one, two, or three years down the line will help you anticipate your clients' needs.

By doing this, you are not just feeding them information; you are also providing an analysis of its implications. This is strategically valuable for them.

Sensing current trends and understanding their future impact is how great businesses are built. Mary Kay Ash, for example, made her name in multi-level sales of cosmetics. She based her business on the trend of women entering the workforce, anticipating that they would want flexible, relationship-based selling opportunities.

(Read more about Mary Kay Ash.)

Connecting Action to Outcome

The final stop is the present.

Great salespeople understand that whatever happens in the current quarter is the result of decisions made many quarters ago. To set yourself up for future success, you need to make great decisions today.

This is where vision comes in.

Your vision is your opinion about what you want. It connects your actions today with your ambitions for the future. A clear vision gives you direction, so you don't end up just chasing your tail.

The most important aspect of your vision is detail. We usually think of the future in vague terms, but to create compelling visions, we need to add detail.

Try this exercise: Pick a time in the future and define success. Then imagine, at this future point in time:

• where you are

• what you're doing

• who you're with

• what you're saying

• what you're thinking

• what you're planning

  
  

Bringing the vision to life is what makes it motivating.

Sarah Blakely, for example, envisioned underwear that complemented the wearer's shape. She had to hold on tightly to this vision as her idea was rejected month after month. Yet, with persistence and a clear view of the future, she managed to turn her idea for Spanx into a successful brand.

(You can read about Sarah Blakely's amazing story here.)

Take Control of Your Future

Sales fads come and go, but the uncertainties of the future will always offer a competitive advantage for the smart salesperson.

With a Mental Time Machine, your mind will become more agile. You'll gain confidence in the future and create real strategic value for yourself and your clients.

Set aside some time today to:

1. Analyse the lessons of history.

2. Imagine the possibilities of the future.

3. Create a compelling vision for yourself.

   
   

By adopting a futurist mindset, you too can take control of your future.

The Power of Reflection

Reflecting on past experiences is crucial for growth. It allows you to identify what worked and what didn’t. This reflection can guide your future actions.

Salespeople often overlook this step. They rush from one deal to the next without pausing to consider their journey. This can lead to repeated mistakes and missed opportunities.

Consider keeping a journal. Document your successes and failures. Over time, patterns will emerge. You’ll start to see what strategies yield results and which ones fall flat.

Embracing Change

Change is inevitable in sales. Markets evolve, and customer needs shift. The ability to adapt is vital for long-term success.

Salespeople who resist change often find themselves left behind. Embrace new technologies and methodologies. Stay informed about industry trends.

Networking with other professionals can provide insights into how others are navigating change. Attend workshops, webinars, and conferences.

Building Relationships

Sales is not just about transactions; it’s about relationships. Building strong connections with clients can lead to repeat business and referrals.

Take the time to understand your clients' needs. Listen actively and respond thoughtfully. This builds trust and loyalty.

Follow up after a sale. Check in to see how they are enjoying the product or service. This shows you care and keeps the lines of communication open.

Continuous Learning

The best salespeople are lifelong learners. They seek out new knowledge and skills to stay ahead.

Invest in your professional development. Read books, take courses, and seek mentorship.

Stay curious. Ask questions and seek feedback. This mindset will keep you adaptable and ready for whatever the future holds.

Conclusion

In conclusion, salespeople can indeed be futurists. By employing techniques like the Mental Time Machine, you can enhance your sales strategy. Reflect on the past, anticipate the future, and connect your actions to your desired outcomes.

Take control of your future today.

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