{"id":528,"date":"2020-12-08T15:34:18","date_gmt":"2020-12-08T15:34:18","guid":{"rendered":"https:\/\/esinstitute.com\/why-the-corporate-world-needs-a-cultural-shift-to-prize-sales-as-high-value-career-15\/"},"modified":"2024-04-02T14:59:25","modified_gmt":"2024-04-02T14:59:25","slug":"death-of-a-salesman-only-in-bizarro-world","status":"publish","type":"post","link":"https:\/\/esinstitute.com\/blog-post\/death-of-a-salesman-only-in-bizarro-world\/","title":{"rendered":"Death of a Salesman? Only in Bizarro World"},"content":{"rendered":"<section class=\"single-news block-section alignfull\">\r\n    <div class=\"grid-container\">\r\n        <div class=\"grid-x\">\r\n\t\t\t                <div class=\"cell small-12\">\r\n                    <div class=\"single-news__title\">\r\n\t\t\t\t\t\t<h1>Death of a Salesman? Only in Bizarro World<\/h1>\n                    <\/div>\r\n                    <div class=\"single-news__author\">\r\n<!--\t\t\t\t\t\t--><!--\t\t\t\t\t\t\t--><!--\t\t\t\t\t\t-->                    <\/div>\r\n                    <div class=\"single-news__position\">\r\n                        <!--\t\t\t\t\t\t-->                        <!--\t\t\t\t\t\t\t-->                        <!--\t\t\t\t\t\t-->                    <\/div>\r\n                    <div class=\"rel-wrap\">\r\n                        <div class=\"single-news__main\">\r\n                            <div class=\"single-news__featured hide-for-large\">\r\n                                <img decoding=\"async\" src=\"https:\/\/esinstitute.com\/wp-content\/uploads\/2022\/07\/marc-olivier-jodoin-TQUERQGUZ8-unsplash-1200x800-1-1024x683.jpg\" alt=\"Death of a Salesman? Only in Bizarro World\">\r\n                            <\/div>\r\n                            <div class=\"single-news__float hide-for-small show-for-large\">\r\n                                <div class=\"single-news__featured\">\r\n                                    <img decoding=\"async\" src=\"https:\/\/esinstitute.com\/wp-content\/uploads\/2022\/07\/marc-olivier-jodoin-TQUERQGUZ8-unsplash-1200x800-1-1024x683.jpg\" alt=\"Death of a Salesman? Only in Bizarro World\">\r\n                                <\/div>\r\n\t\t\t\t\t\t\t\t<h6 class=\"hide\">Share:<\/h6>\n<ul class=\"share-links flex-container\">\n\t<li>\n\t\t<strong>Share this<\/strong>\n\t<\/li>\n\t<li class=\"share-links__item\">\n\t\t<a href=\"https:\/\/www.facebook.com\/sharer\/sharer.php?u=https%3A%2F%2Fesinstitute.com%2Fblog-post%2Fdeath-of-a-salesman-only-in-bizarro-world%2F\"\n\t\t   class=\"share-links__link js-share-link\" target=\"_blank\"><span class=\"fab fa-facebook-f\"><\/span><\/a>\n\t<\/li>\n\t<li class=\"share-links__item\">\n\t\t<a href=\"https:\/\/www.linkedin.com\/cws\/share?url=https%3A%2F%2Fesinstitute.com%2Fblog-post%2Fdeath-of-a-salesman-only-in-bizarro-world%2F\"\n\t\t   class=\"share-links__link js-share-link\" target=\"_blank\"><span class=\"fab fa-linkedin-in\"><\/span><\/a>\n\t<\/li>\n\t<li class=\"share-links__item\">\n\t\t<a href=\"https:\/\/twitter.com\/intent\/tweet?url=https%3A%2F%2Fesinstitute.com%2Fblog-post%2Fdeath-of-a-salesman-only-in-bizarro-world%2F&#038;text=Death+of+a+Salesman%3F+Only+in+Bizarro+World\"\n\t\t   class=\"share-links__link js-share-link\" target=\"_blank\"><span class=\"fab fa-twitter\"><\/span><\/a>\n\t<\/li>\n\t<li class=\"share-links__item\">\n\t\t<a href=\"#\"\n\t\t   class=\"share-links__link js-copy-link\" target=\"_blank\"><span class=\"fa fa-link\"><\/span><\/a>\n\t<\/li>\n<!--\t<li class=\"share-links__item\">-->\n<!--\t\t<a href=\"--><!--\"-->\n<!--\t\t   class=\"share-links__link js-share-link\" target=\"_blank\"><span class=\"fab fa-tumblr\"><\/span><\/a>-->\n<!--\t<\/li>-->\n<!--\t<li class=\"share-links__item\">-->\n<!--\t\t<a href=\"--><!--\"-->\n<!--\t\t   class=\"share-links__link js-share-link\" target=\"_blank\"><span class=\"fab fa-reddit\"><\/span><\/a>-->\n<!--\t<\/li>-->\n<!--\t--><!--\t\t<li class=\"share-links__item\">-->\n<!--\t\t\t<a href=\"--><!--\"-->\n<!--\t\t\t   class=\"share-links__link js-share-link\" target=\"_blank\"><span class=\"fab fa-pinterest-p\"><\/span><\/a>-->\n<!--\t\t<\/li>-->\n<!--\t--><\/ul>                            <\/div>\r\n\r\n                            <div class=\"grid-x\">\r\n                                <div class=\"cell small-12 medium-shrink align-self-middle\">\r\n\t\t\t\t\t\t\t\t\t                                        <div class=\"single-news__types\">\r\n\t\t\t\t\t\t\t\t\t\t\tNews                                        <\/div>\r\n\t\t\t\t\t\t\t\t\t                                <\/div>\r\n                                <div class=\"cell small-12 medium-auto align-self-middle\">\r\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t                                            <div class=\"cat-label\"\r\n                                                 style=\"--color: \">\r\n\t\t\t\t\t\t\t\t\t\t\t\tBlog Post                                            <\/div>\r\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t                                <\/div>\r\n                            <\/div>\r\n\r\n\t\t\t\t\t\t\t<p>There\u2019s an\u00a0<a href=\"https:\/\/en.wikipedia.org\/wiki\/The_Bizarro_Jerry\" target=\"_blank\" rel=\"noopener\"><span class=\"green\">episode of Seinfeld<\/span><\/a>\u00a0where the usual crew meet characters living a lifestyle that\u2019s the polar opposite of their own. In a cultural nod to comic book convention, they call it Bizarro World.<\/p>\n<p>We remembered this recently when a colleague shared an archive article from the <a href=\"https:\/\/www.wsj.com\/articles\/why-its-so-hard-to-fill-sales-jobs-1423002730?mod=e2fb\" target=\"_blank\" rel=\"noopener\"><span class=\"green\">Wall Street Journal<\/span><\/a> suggesting that sales roles were becoming increasingly harder to fill for employers in the US. The global reality behind this suggestion is now validated year after year by <a href=\"https:\/\/esinstitute.com\/wp-content\/uploads\/2022\/07\/MPG_WhatWorkersWant_2020.pdf\" target=\"_blank\" rel=\"noopener\"><span class=\"green\">Manpower Group<\/span><\/a>. Apparently, today\u2019s job hunters are put off by roles that are perceived as \u2018risky, hard-charged &amp; competitive\u2019.<\/p>\n<p>We have long lamented the flawed but conventional wisdom here in Ireland that \u2018sales isn\u2019t really a career\u2019. But to see that sentiment reflected in the Wall Street Journal through the experience of Stateside employers \u2013 given that the U.S. is the home of professional selling (&amp; buying!) \u2013 is as astonishing and disappointing now as it was then. At the time, no sooner had we checked that the world wasn\u2019t flat &amp; the Sun hadn\u2019t started rising in the West, than <a href=\"https:\/\/www.linkedin.com\/pulse\/why-ceo-never-hire-another-salesperson-brian-de-haaff\" target=\"_blank\" rel=\"noopener\"><span class=\"green\">Brian de Haaff<\/span><\/a> rather proudly announced that he would \u2018never hire another salesperson\u2019 in an intriguing and somewhat provocative post on LinkedIn. However weird his thinking was, Brian\u2019s post created a stir and was influential on people\u2019s perception of sales roles. No doubt candidates were asking themselves \u2013 <a href=\"https:\/\/esinstitute.com\/industry-insights\/why-the-corporate-world-needs-a-cultural-shift-to-prize-sales-as-a-high-value-career\/\" target=\"_blank\" rel=\"noopener\"><span class=\"green\">is sales a good job<\/span><\/a>?<\/p>\n<h2>Have we entered a Bizarro World of our own?<\/h2>\n<p>Both posts highlight how people (from CEOs to employees and even parents) just don\u2019t get sales. Which is pretty surprising since the bottom line of every business is \u2013 literally \u2013 that it needs revenue, and it needs it On Time. This month. Next Month. And the month after that. And it is that dimension of\u00a0<strong><em>Time\u00a0<\/em><\/strong>that is so, so important: take out the salespeople and you dramatically increase the risk of missing both your number &amp; your deadline. Most businesses simply can\u2019t afford those delays because we all know \u2013 time is money.<\/p>\n<p>There may be businesses out there that don\u2019t have to do this. They have no public markets to placate, no investors to sate or so much money that survival is not an issue for them. But they are in a minority and they are certainly in Bizarro World, where commercial realities don\u2019t bite.<\/p>\n<p>Arguably most disconcerting of all is the latest perception around sales \u2013 which is that it requires little or no skills. The hackneyed stereotypes cited by the Journal are prehistoric. Anyone who has professionally sold (or bought) anything in the past will testify to how broad and deft a skillset is required to close a deal: focus, integrity, resilience, influence, communication, creativity, problem solving and relationship management. That\u2019s a decent list to start with and in fact it forms the spine of ESI\u2019s industry-leading sales skills programme.<\/p>\n<p>Part of the problem is the euphemistic language of the Cloud generation. SaaS? Subscription business models have been around for decades. LTV-CAC? That used to be called Profitability. Customer Success? Client Services &amp; Account Management. Growth Hacking? Lead Generation. Bizarro.<\/p>\n<p>So perhaps the word \u2018Sales\u2019 and other relevant terms are the problem. If so, it\u2019s pretty ironic that as we cultivate economies based on entrepreneurship, we may need to take words like \u201crisk\u201d, \u201ccompetitiveness\u201d and \u201cnumbers\u201d out of job specs. to make roles attractive! The reality is that businesses everywhere \u2013 now more than ever \u2013 need to be relentlessly focused on delivering their numbers. And to do so, they have to recognise that they need a highly skilled team of people who will deliver on their own targets\u2019 month after month, year after year. You can call them \u2018Lead &amp; Prospect Cultivation Engineer Specialists\u2019 if you want. They will always be salespeople to us. And \u2013 as far as ESI is concerned \u2013 the commercial world doesn\u2019t spin without them.<\/p>\n<h2>So, is sales a good job?<\/h2>\n<p>Yes of course it is. And building an effective sales team is an imperative for a commercial business. Don\u2019t get caught up in poor thinking and neglect the professionals that drive your business revenue streams! Get the most out of your sales team by empowering them through our virtual, self-paced sales skills development programme. This online course is ideal for sales teams either working remotely or from a variety of locations \u2013 ideal for Covid-era and beyond. Standardise your organisations sales approach with techniques that can be quickly implemented across the business. New sales skills will help both drive your business forward and motivate staff.<\/p>\n<p>ESI offers the definitive, digital <a href=\"https:\/\/esinstitute.com\/\">sales training solution<\/a> to upskill your sales team.<\/p>\n<p><a class=\"button success hollow\" href=\"https:\/\/esinstitute.com\/get-in-touch\/\">Contact us Today!<\/a><\/p>\n\r\n                            <div class=\"hide-for-large show-for-small\">\r\n\t\t\t\t\t\t\t\t<h6 class=\"hide\">Share:<\/h6>\n<ul class=\"share-links flex-container\">\n\t<li>\n\t\t<strong>Share this<\/strong>\n\t<\/li>\n\t<li class=\"share-links__item\">\n\t\t<a href=\"https:\/\/www.facebook.com\/sharer\/sharer.php?u=https%3A%2F%2Fesinstitute.com%2Fblog-post%2Fdeath-of-a-salesman-only-in-bizarro-world%2F\"\n\t\t   class=\"share-links__link js-share-link\" target=\"_blank\"><span class=\"fab fa-facebook-f\"><\/span><\/a>\n\t<\/li>\n\t<li class=\"share-links__item\">\n\t\t<a href=\"https:\/\/www.linkedin.com\/cws\/share?url=https%3A%2F%2Fesinstitute.com%2Fblog-post%2Fdeath-of-a-salesman-only-in-bizarro-world%2F\"\n\t\t   class=\"share-links__link js-share-link\" target=\"_blank\"><span class=\"fab fa-linkedin-in\"><\/span><\/a>\n\t<\/li>\n\t<li class=\"share-links__item\">\n\t\t<a href=\"https:\/\/twitter.com\/intent\/tweet?url=https%3A%2F%2Fesinstitute.com%2Fblog-post%2Fdeath-of-a-salesman-only-in-bizarro-world%2F&#038;text=Death+of+a+Salesman%3F+Only+in+Bizarro+World\"\n\t\t   class=\"share-links__link js-share-link\" target=\"_blank\"><span class=\"fab fa-twitter\"><\/span><\/a>\n\t<\/li>\n\t<li class=\"share-links__item\">\n\t\t<a href=\"#\"\n\t\t   class=\"share-links__link js-copy-link\" target=\"_blank\"><span class=\"fa fa-link\"><\/span><\/a>\n\t<\/li>\n<!--\t<li class=\"share-links__item\">-->\n<!--\t\t<a href=\"--><!--\"-->\n<!--\t\t   class=\"share-links__link js-share-link\" target=\"_blank\"><span class=\"fab fa-tumblr\"><\/span><\/a>-->\n<!--\t<\/li>-->\n<!--\t<li class=\"share-links__item\">-->\n<!--\t\t<a href=\"--><!--\"-->\n<!--\t\t   class=\"share-links__link js-share-link\" target=\"_blank\"><span class=\"fab fa-reddit\"><\/span><\/a>-->\n<!--\t<\/li>-->\n<!--\t--><!--\t\t<li class=\"share-links__item\">-->\n<!--\t\t\t<a href=\"--><!--\"-->\n<!--\t\t\t   class=\"share-links__link js-share-link\" target=\"_blank\"><span class=\"fab fa-pinterest-p\"><\/span><\/a>-->\n<!--\t\t<\/li>-->\n<!--\t--><\/ul>                            <\/div>\r\n                        <\/div>\r\n                    <\/div>\r\n                <\/div>\r\n\t\t\t        <\/div>\r\n    <\/div>\r\n<\/section>\r\n","protected":false},"excerpt":{"rendered":"<p>Death of a Salesman? Only in Bizarro World There\u2019s an episode of Seinfeld where the usual crew meet characters living a lifestyle that\u2019s the polar opposite of their own. In a cultural nod to comic book convention, they call it Bizarro World. We remembered this recently when a colleague shared an archive article from the Wall Street Journal suggesting that sales roles were becoming increasingly harder to fill for employers in the US. The global reality behind this suggestion is now validated year after year by Manpower Group. Apparently, today\u2019s job hunters are put off by roles that are perceived as<\/p>\n","protected":false},"author":5,"featured_media":1498,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"footnotes":""},"categories":[9],"tags":[],"news_type":[16],"acf":[],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v22.4 - https:\/\/yoast.com\/wordpress\/plugins\/seo\/ -->\n<title>Death of a Salesman? Only in Bizarro World - ESI<\/title>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/esinstitute.com\/blog-post\/death-of-a-salesman-only-in-bizarro-world\/\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"Death of a Salesman? 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Only in Bizarro World - ESI","robots":{"index":"index","follow":"follow","max-snippet":"max-snippet:-1","max-image-preview":"max-image-preview:large","max-video-preview":"max-video-preview:-1"},"canonical":"https:\/\/esinstitute.com\/blog-post\/death-of-a-salesman-only-in-bizarro-world\/","og_locale":"en_US","og_type":"article","og_title":"Death of a Salesman? Only in Bizarro World - ESI","og_description":"Death of a Salesman? Only in Bizarro World There\u2019s an episode of Seinfeld where the usual crew meet characters living a lifestyle that\u2019s the polar opposite of their own. In a cultural nod to comic book convention, they call it Bizarro World. We remembered this recently when a colleague shared an archive article from the Wall Street Journal suggesting that sales roles were becoming increasingly harder to fill for employers in the US. The global reality behind this suggestion is now validated year after year by Manpower Group. 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