When was the last time you saw a movie praising the sales profession?
Movies haven’t treated sales professionals too kindly in the last half-century. In “Death of a Salesman” Willie Loman was an inept loser who failed to sell himself. Many critics thought Loman was a symbol of America’s decay.
Barry Levinson’s “Tin Men” was hilarious in many respects but reflected a sales culture of aluminum siding salespeople who would use chicanery to close any sale.
“Glenn Garry Glenn Ross” may have been the ugliest indictment of the sales profession. Most critics agree it was great black humor and drama with superb characters. As an actors’ ensemble it was magnificent. The characters in a real estate office represented every bad sales stereotype trapped in a gray cloud of greed, featuring some of America’s most talented actors. They skillfully underlined what the writer and director believed was the sleazy underbelly of the sales profession.
Alec Baldwin won a supporting Oscar for a hard-bitten sales manager whose ABC’s began with “Always Be Closing.” He molded a sales team with incentives designed to help his “team” destroy each other to keep their jobs.
The Al Pacino character was the most ruthless. Pretending to care for his clients he schemed to close any way he could. Widows and orphans beware!
There were harsh moments of truth in all these movies. They were entertaining but they were movies and not real life.
In real life, dedicated professionals rise to the highest levels of spiritual, emotional and financial success. They base successful careers on serving others with their products, knowledge and compassion.
Search the Internet and you won’t find any movies praising professional sales. Certainly, there are industries that carry the label of “Buyer Beware.” Even within those industries there are marvelous exceptions to the negatives consumers often expect.
Good salespeople are all about serving both their clients and their companies. One of my favorites was a professional on a sales team I managed years ago in the broadcasting business. Often, his clients didn’t think they got the best deal. Because he did a high sales volume, his company often didn’t think he got the best prices.
He did a great balancing act as an honest advocate for both sides. He supported each when he thought they were right. He would be first to tell either side when they were wrong. In short, he built trust with everyone he touched.
I made many solid management decisions based on his input. His clients made profits on his strong advocacy of ad products that were good for their businesses. He’s in his 70’s now and still consulting in the Baltimore market. He was one of the few salespeople in a pure sales role in that industry who became a millionaire.
One of the salespeople I bought insurance from is an exceptional human being. Service is automatic with him because it is deeply faith based. You’ll never hear him preach or say a whole lot about his faith. He’s just simply first in line when something needs to be done.
A few years ago, his blood type matched a young woman who needed a kidney. I don’t know if the young woman’s parents were his clients or not. They were at least friends of a client. Nonetheless, someone had a need and he could help. Many of us watched as the young woman and this sales professional’s kidney went through high school and graduated from college.
When a client passes away, he is always there working outside the norm of settling an insurance claim; organizing legal counsel, helping with financial statements and just being there for the bereaved. Yes, he’s successful in many other ways besides a comfortable income.
There is a major contrast between movies and real life. One gets the sense when watching the movies I mentioned the characters are always looking over their shoulders afraid someone will catch them in a lie. Sadly there are many people in real life sales situations that have sore necks for the same reason.
Then there are others who understand that salesmanship is the art of knowing how to serve others. They are the ones who understand the first order is easy to get, but unless they build the relationship on service and trust there may not be a second and third contract.
Mike Plumstead
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Michael (Plum) Plumstead spent a lifetime in the broadcasting industry starting with juvenile voiceovers and working as a DJ, announcer and broadcast journalist. Selling was always a key part of his life. As a youth he sold magazine subscriptions and Christmas cards. As a college student he was the youngest licensed insurance salesman in Ohio and also sold encyclopedias. However, broadcasting was his passion in those years.
After graduating from Kent State University he served in the Army as a Signal Intelligence officer during the Vietnam War. Resuming his broadcasting career he became a record setting, award winning sales rep, general sales manager and general manager.
In 1999 he retired from broadcasting and started a second career as a freelance writer, researcher, and consultant. His first book, “A Passion to Lead” is still a staple of SkillPath Publications.
Plumstead and his wife Li Chen Plumstead live in Northern Virginia. They are currently developing several blogs directed at both American and Chinese markets.
Tags: advertising, marketing, sales
