The comfort zone of B2B seller and “HR-cookies”

There is a common expression about leaving the comfort zone and the idea that for good sales, a successful seller will leave this zone. But what if we proceed from the fact that for a successful seller, especially in the B2B segment, being in the comfort zone will work for efficiency and effectiveness?

It is difficult to imagine comfort for a B2B seller. It will absolutely not fit into the standard idea of ​​​​comfort associated with relaxation, peace, half-asleep or very measured work. The comfort of a B2B seller will fundamentally not be comfort from the point of view of a processor.

Some time ago there was such expression of HR-cookie. It appeared in the “turquoise” companies, among the leaders in the IT field, which need to attract gifted, but capricious youth, brought up by the Internet and having a clip mindset. “HR-cookies” are about multi-colored walls in offices, hammocks for daytime sleep and soft pouffes for reclining work with laptops. For Google, Yandex and Smeshariki, this is OK. But for sales in B2B. Even despite the fact that there is a fair amount of analytical work in it, for which conditions corresponding to the problems of concentration are needed, there is even more alarm in it.

Comfort, of course, can spoil the staff if meaningful things are substituted for them. People come to work not to sit in comfort and drink coffee and sweets. The goal is to generate profit. It is important to understand that comfort – in the right sense – the conditions for the best performance of their duties will be different for different specialists.

The true comfort of a B2B seller is the feeling of drive in an intellectual duel. He has a difficult task: to satisfy the needs of his client as much as possible and to contribute to the realization of the interests of his company as much as possible. One should not contradict the other. On the contrary, it should be carried out in a complex, as two sides of one whole. Therefore, the comfort for a B2B seller is to have the best product for their market, while receiving, at the same time, the opportunity to “twist” it on their own in terms of communicative “packaging” for the client. Level office, dress code, modern equipment and technology, of course, are important. Both as working conditions and as motivating factors. But even more important is a worthy product, the sale of which will be an honor and the sale of which will provide an opportunity to develop and earn.

In other words, the understanding and image of comfort depend on the functionality of a specialist, on his mission. Therefore, the notorious HR cookies are just one of the strategies tailored to a certain state that suits the employer to get the most out of his hired specialist, which, as already mentioned, is not suitable for every specialist.