Did you know one of the most successful songwriters and producers is Max Martin, the man behind numerous hits by Taylor Swift, Maroon 5, Kelly Clarkson, Pink, Backstreet Boys (yes, I’m really so old…) and incredible twenty-one No 1 on the Billboard list?
What is his burning flame? What are his key success factors? If we can define them, may we translate them to a sales environment as well?
Let’s give it a try.
Definition No 1. Learning the craftmanship.
Recently I read an interview with Max Martin in the swedish newspaper DI Weekend (interview is in swedish) by Jan Gradvall. Max Martin invited passionated young people to his studio to “get the right feeling” for years. The “pupil’s” work tasks included making coffee and other basic alternative boring tasks, not connected to music at all. But they consumed the atmosphere, the culture in the studio. They learned the details the hard way by just being there. Why would talented producer wannabes spend that enormous amount of time just making coffee? One reason is of course the fantastic opportunity to meet famous pop stars. Wouldn’t it feel nice serving a cup of coffee to Bon Jovi ? But that’s not my point. To produce a song going to the top of the Billboard list, it requires craftmanship.
In sales, the craftmanship will start being a sales or marketing assistant to senior sales pros or learn from them by listening or reading their books.
Definition No 2. The fuel is Passion.
To learn to be a craftman it takes years – and blood, sweat and tears. If you like to be a famous producer, being in an environment like Max Martin Studio would be the perfect place learning perfection. To cope with daily coffee making I believe you have to have a lot passion for music. The passion is the fuel you will be putting into it, it’s your investment in your education.
What is passion in sales? Of course, it’s the love of talking to prospects and customers, but I think of it on a little higher level. It’s the every-day moments in your life. If you choose a crime novel before you go to bed in the night instead of a sales book by Dave Stein, you probably haven’t got the sales passion. But if the shoe size of your prospect’s CEO does matter to you, you’re on the right level. If you are taking classes in your spare time (instead of watching a movie or playing softball) to learn more about the prospect’s business environment, you are on track having sufficiently high content of passion in your blood.
Because there are no short cuts creating perfection. And you will need perfection to exist in a never ending increase of competition.
Take care / Stefan