Today, innovation, risk-taking and competitiveness are key factors in success. To excel in their role, sales agents need to demonstrate an increasingly sharp entrepreneurial mindset. In this article, we outline the many similarities between entrepreneurs and sales agents, and show you how to develop this mindset to succeed in this field.
What is a sales agent?
A sales agent is an independent professional who is responsible for marketing the products or services of the company he or she represents (principal). Bound to the company by an agency contract, their role is to generate qualified leads, negotiate contracts on behalf of the company and maintain a relationship of trust with their portfolio of customers.
Experienced professionals, sales agents have solid skills in sales techniques, negotiation, communication and customer relationship management.
What is the entrepreneurial spirit?
The entrepreneurial spirit is a state of mind that encourages creativity, challenge, calculated risk-taking, perseverance in the face of adversity and the ability to exploit market opportunities. Entrepreneurs are often driven by a desire to explore new avenues, create what does not yet exist, solve problems and generate value. This mindset implies great agility and the ability to adapt strategy to changes in the environment. It requires strong personal motivation.
Why is an entrepreneurial mindset key for a sales agent?
Developing an entrepreneurial spirit is crucial for sales agents for a number of reasons:
- Innovation : sales agents with a strong entrepreneurial spirit are more likely to find new solutions to promote their products or services, which often makes a big difference to the competition;
- Proactivity: they are better able to anticipate customer expectations and position themselves as forerunners in their market;
- Risk-taking: their ability to take calculated risks enables them to seize opportunities that more risk-averse colleagues might miss;
- Motivation: an entrepreneurial spirit keeps motivation and commitment intact, even in difficult times.
What are the similarities between an entrepreneur and a sales agent?
Independence
Above all, entrepreneurs and commercial agents share a strong taste for independence. Commercial agents are independent professionals. Even if they work on behalf of a company, they are not its employees and have a great deal of autonomy in organising their schedule.
The freedom
Like entrepreneurs, commercial agents have the freedom to make their own decisions about their business. Within the framework of their mandate, they can work alone or choose to recruit colleagues to support them, react freely to changes in the market or seize new opportunities through, for example, new mandates.
A spirit of initiative
Taking the initiative is essential for entrepreneurs and sales agents alike. At the head of their company or as a self-employed person, they have to take the initiative every day to solve problems, respond to requests from customers and prospects, and develop innovative strategies.
Proactivity
Proactivity is a quality that entrepreneurs and sales agents often have in common. It's a vital trait when it comes to anticipating changes in the market and adapting accordingly. By preventing them from simply reacting to events, it enables them to transform risks into opportunities.
The network
The network is an essential foundation for the success of entrepreneurs and commercial agents. Everyone knows the importance of building and maintaining a solid network of contacts and relationships. Whether this network is digital, via platforms such as LinkedIn, or physical, it helps to initiate and consolidate relationships with peers, customers and partners.
How can a sales agent develop an entrepreneurial spirit?
Training
It's always a winning bet to invest in training so that you can continue to develop your skills. Specific training courses exist to help you develop your entrepreneurial spirit, boost your creativity and learn about risk-taking. They are useful in helping sales agents to develop this mindset, which is essential in their profession. Varying in format and nature, these courses can include workshops on creative thinking, risk management and innovative sales strategies.
Encouraging risk-taking
Sales agents who want to develop their entrepreneurial spirit will seek to create a favourable environment around them. An environment where risk-taking is encouraged, and where mistakes are seen as opportunities to learn, not failures. With this in mind, companies that use sales agents regularly set upincentive programmes aimed at rewarding agents who take risks and achieve success.
Learning to manage uncertainty
Sales agents and entrepreneurs: both need to learn how to manage the uncertainties and risks inherent in their business. Knowing how to manage uncertainty is a key skill for navigating in constantly changing environments, where nothing can ever be taken for granted. Coaching sessions dedicated to stress management and resilience can help sales agents to develop their skills in this area.
Conclusion
Developing an entrepreneurial spirit transforms the way sales agents approach their job, and significantly boosts their chances of success. By adopting the behaviour and mindset of entrepreneurs at heart, sales agents can put in place virtuous new strategies to evolve in a competitive environment, enhance their customer portfolio, generate qualified leads... and build a highly rewarding career path.
Are you a successful salesperson in the IT equipment and services or leasing sectors? Do you have a real entrepreneurial spirit and want to be your own boss?
Econocom, the European leader in digital business transformation, is recruiting 100 sales agents across Europe.