Complex sales require complex skills and traits to be successful. This week we look at a somewhat abstract capacity that pays tremendous dividends in long, complex sales cycles.
Concrete Organization
This capacity deals primarily with the salesperson€™s ability to properly allocate resources to accomplish a goal or plan. It includes the ability to understand the immediate, concrete needs of a situation and to establish an effective action plan for meeting those needs. These resources are not limited to only physical components. This capacity takes into account a person€™s ability to evaluate and utilize both human and physical resources.
A salesperson with strength in this trait will be able to systematically and logically evaluate the components of a situation and then utilize them effectively to produce the desired result.
A salesperson with a weakness in this capacity may have difficulty in identifying the separate components of a situation, and therefore, have difficulty in deciding what steps to take to meet a goal.