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Make Your Customer the Center of the Universe

As a sales Make Your Customer Center of the Universeperson, it is so confusing. Is it all about you? Or should you make your customer the center of the universe? Now, it seems so obvious since sales people are constantly told it is not about them. But, think about it, sometimes sales managers send mix messages. There are two different sides to this story. Side one: Is it not all about me? Why are sales managers constantly talking about my deals and where I am against quota? Why do managers ask for deals to close in certain quarters when the client’s decision making time frames are different? Why when managers coach, do they spend so much time asking questions about pipeline from our point of view? Is this not all about me? I am confused. Side two: Now my manager is coaching me to find out more about the client. What are their goals, strategies and initiatives? Do we understand the client from their point of view? Can we put ourselves in their place? Do we clearly understand their priorities? Sales people have every right to be confused. We revere the sales person for making their numbers, but in reality, should we not be applauding them for solving their clients’ business problems? Should we not be shouting high on top of a mountain how much money we helped our clients generate or save? In today’s selling environment, the key is this:  If you make your customer the center of the universe and truly understand what they are trying to accomplish, appreciate their time lines, reduce or eliminate risk of implementation, and help them to win both personally and professionally, then shouldn’t that help you provide the nirvana win-win situation? Would this not help the client and help you get to quota? Don’t be confused – the more you can make your customer the center of the universe, then the more you can align your products and services to attain the customers’ goals, and the better chance you have of making quota. In the end, everyone wins. Janice Mars, SalesLatitudeJanice Mars, principal and founder of SalesLatitude, is a senior business and sales executive with more than 30 years of experience helping companies build successful sales teams. She has parlayed that experience to help her clients to improve their sales processes, accurately forecast revenues, ensure focus on winnable opportunities, and attain consistent results. View my LinkedIn profile | Twitter     Image courtesy of scottchan at

Janice Mars, Principal and Founder of SalesLatitude, is a sales performance improvement consultant and change agent focused on growing top performers to impact bottom line growth. With more than 30 years of experience as a senior business and sales executive, she helps companies build successful sales teams by maximizing their time and resources, selling from the buyer’s point of view, and strengthening the effectiveness of leadership. View my LinkedIn profile | Twitter


How Real Is My Sales Pipeline? - WOMEN sales pros7 years ago

September 04 2015

[…] management has told you to close earlier than humanly possible (aka, the buyer cannot and will not buy in your management’s […]


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