Chasing Birds and the Learnings for Sales-People

After returning from a business trip to China, I woke up early the next morning due to jetlag. A friend of mine messaged me, asking if I wanted to join him in the mountains to search for two bird species that had so far eluded him. Chasing birds- just to be clear - in our case means the feathered variety, as we both share a passion for wildlife photography and birdwatching, so I eagerly accepted.

Our target species were the Eurasian Pygmy Owl and the Three-Toed Woodpecker. We knew their habitats were coniferous forests at an altitude of 1500 meters above sea level, and we had already attempted to find them twice before with no success.

This time, we did our homework properly. We researched the area thoroughly, spoke to fellow birdwatchers, and read up on the species' biology to understand their behaviour and increase our chances of spotting them.

After hiking for an hour and a half, we finally reached what seemed like the perfect forest. We sat down on some fallen trees and waited, but there was no sign of any birds. We were about to give up when I heard a faint hoot in the distance!

Immediately, we decided to investigate and followed the sound, which led us to a pine tree where we finally spotted the Pygmy Owl perched on top. We managed to take some sound recordings and beautiful photos, feeling rather pleased with ourselves.

But our quest was not yet over. We still had to find the Three-Toed Woodpecker. We trekked further into the forest, which became more challenging as the snow got deeper and the terrain rougher. Soon, we were drenched to the bone, wading through the hip-deep snow. Despite our exhaustion, we persevered, driven by the thrill of the chase.

Finally, we heard a tapping sound, like a knuckle knocking on a door, and there she was, a female Three-Toed Woodpecker busy chiselling out a new chamber for her next nest. We were overjoyed with our success. She was undisturbed by our presence, and we could spend a fair while taking pictures from different angles.

While walking down the mountain, exhausted but happy, I began to realize how this bird-chasing adventure could serve as a metaphor for sales success. If we pay attention, there is learning hidden everywhere.

First, we set clear goals. We knew what we wanted to find, and we set ourselves a clear mission. In the world of sales, this would translate into defining a target customer segment, a key account we want to break into, or a new geographic area we want to conquer.

Secondly, we conducted extensive research on our bird's habitat, behavior, ecology, activity, and habits. Translated to a business context, this would signify researching your customer, knowing their application, understanding their workflows as well as their buying process, and the people involved in decision-making.

Thirdly, we persevered. When the snow was deep and the slope was steep, we kept going. Great salespeople need a certain stubbornness. A project may take a long time, a customer may be hard to reach, budgets may disappear. Demos may be difficult and resolving customer concerns may require time, patience, and creative thinking.

And finally, we collaborated. My friend knew more about habitats, calls, and habits, while my hearing was perhaps a tad keener. Whilst he brought us to the right general area, I heard the hooting and tapping. Together we got the job done. In the commercial world, this means that you need to work together with specialists, service people, key account managers, distributors and many more, because only together you do have the skill set to win the deal.

So, as a list of bullet points, it would look as follows:

• Set goals, have a mission. Be clear about what you want.

• Do your research, understand the segment, applications, workflow, buying process, and the people involved in decision-making.

• Don't give up if it's a worthwhile project. Persevere, work hard, find a new angle, and overcome obstacles.

• Collaborate with your colleagues. Don't be a lone wolf. Collective intelligence is always greater than what you can offer on your own.

Finally, the early bird catches the worm. Get up early in the morning, rise and shine. Nothing beats a crisp, bright morning to focus the attention. Everything is possible at the start of a new day. The sky is your limit, the world is your oyster. Whether its finding a new customer, closing a project, or even chasing that elusive bird.