AUG
06
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Purposeful Selling Step #1: Know Thyself

“Knowing others is intelligence, knowing yourself is true wisdom.” -Lao Tzu, Chinese Taoist Philosopher (this is the 1st in a series of 7 steps)  When looking at the performance of a sales organization you need to consider several metrics. The goals and objectives set forth by the organization, and the characteristics and capabilities of the individuals doing the work. It’s not uncommon to see a mismatch in these metrics. Let me give you an example. ACME Corporation requires their salespeople cold-call 100 new prospects weekly. They have calculated that their sales funnel needs 100 calls that will convert to their desired number of sales. Upon closer review only 20% of the sales team reaches that number and the rest struggle. Why is that? The worst assumption made in Sales is that all salespeople are the same. Of course they are not. There are certain types of personalities who naturally work...
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  366 Hits
366 Hits
APR
17
0

Are Great Salespeople Born or Made?

My answer: I don't know and I don't care (insert smiley face emoji). I'm not trying to be a wise ass.  I believe this is the wrong question to ask. Let's try these... What are your sales goals and objectives?  Have you assembled your sales team by choosing the right people with the right motivations and talents to achieve stated goals and objectives? See the difference?  Salespeople have personality DNA and you don't need a scientist or laboratory to figure it out. Recently I worked with a client who wanted to clone his top sales performer. We had the salesperson take a personality profile to learn more about their DNA. Doesn't it make sense to understand your top performer's traits, then look for the same when recruiting and interviewing?   When you look at the chart below and subsequent comments you get information about the motivations of the individual. The numbers...
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1
  621 Hits
621 Hits
FEB
09
0

5 "Must Have" Attributes for Salespeople, and Sales Managers

90% of the performance issues in sales organizations are people related. Are the right people in the right positions on the team? Are the best producers happy and motivated to stay? Why do some struggle more than others? How do you find great salepeople? These questions are common and people focused.  The Sales Producer's Blog advocates understanding natural skills and attributes of the sales producers in your organization.The mission of this sales coaching practice states: " to identify and develop coachable sales professionals ." There are consistent attributes in the most successful sales people and sales managers. They may not be visible to the eye, or picked up in a conversation or interview. But, they can be measured.  5 Must Have Attributes for Salespeople :  Personal Accountability . High scores reflect their interest in identifying the cause of a bad decision. No excuses.  Attitude Toward Honesty . This measures their...
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  713 Hits
713 Hits