This week we look at an age-old sales trait that, unfortunately, is common to many salespeople. Personal responsibility in sales involves being responsible for results. Holding salespeople accountable for their results is part of the sales manager’s job. If you are experiencing a problem in this area, as a sales manager, your first task is to stop the salesperson’s excuse making. That move is the first step to accountability for the salesperson. Personal AccountabilityThis is the ability to be responsible for the consequences of one€™s own decisions and actions. It involves taking responsibility for these decisions and not shifting the focus of blame or poor performance somewhere else (i.e. others). A salesperson… Read More
Continue ReadingSales Traits Series – Problem Solving
We€™re looking at a €œbolt-on€ aptitude that is quite complementary to last week€™s trait – Practical Thinking. Problem Solving has become a much needed sales trait in that salespeople today need to be subject matter experts. Prospects expect salespeople to be able to diagnose the prospect€™s pain points. This trait also assists a salesperson in bringing back the needed information to formulate the best solution for his or her presentation. Problem Solving This is a salesperson€™s ability to identify alternative solutions to a problem and to select the best option. This basically means to be able to identify the system component that is causing the error as well as the… Read More
Continue Reading6 Sales Hiring Mistakes
Salesopedia has this article on their home page this week – Six Common Mistakes in the Sales Hiring Process. Obviously we are going to read that one. First off, great quote from Zig Ziglar in the article: “Sales people are really the only people in business who pay the bills!” That provides some perspective on the importance of strong sales hiring. Here are the 6 mistakes as outlined by the author: 1) Assuming the hiring manager knows how to qualify people 2) Not defining EXACTLY what you are looking for in a new hire 3) Assuming specific business functions know how to hire like talent 4) Over emphasizing a hire… Read More
Continue ReadingAssessing The Behavioral-Based Interview
Selling Power discusses behavioral-based interviewing in On Your Best Behavior. The article covers the main points of this interview approach and it is certainly an approach we incorporate – to some extent. First, if you are relying on the face-to-face interview to make a strong sales hire, you are taking unneeded risks. Even bad salespeople can be good at building rapport. Other salespeople may be silky smooth talkers but nothing more – they can shine in the interview but never close a deal once they make it on to your payroll. An over-reliance upon the interview is the number one reason for a bad sales hire. You must use a… Read More
Continue ReadingSales Traits Series – Practical Thinking
Sales requires the ability to balance time and quality in a practical manner. Sales also requires a person who knows how to get things done. This week we focus on a specific trait that measures this ability in a real-world manner. Practical Thinking The ability to make practical, common sense decisions; to see and understand what is happening in a common sense way. This trait realistically identifies problems and solutions in practical terms rather than in theoretical or conceptual terms. A salesperson with strength in this trait will be able to properly balance getting things done in a timely manner with getting things done in a quality manner. A weakness… Read More
Continue ReadingSales Traits Series – Understanding Attitude
This week we look at a subtle, but powerful, aptitude for successful selling. Salespeople with this trait are often described as being able to “read a situation” with amazing insight. Understanding Attitude The ability to read between the lines in understanding such things as body language, reticence, stress and emotions. Essentially, the capacity to grasp the intangible aspects of a complex situation. A salesperson with strength in this area will utilize more than simply words to gather information about another. A weakness in this area indicates a lack of ability to measure another’s attitude through indirect signs or signals.
Continue ReadingSales Traits Series – Self-Direction
This week we look at a trait that is growing in importance with the number of home-based sales position. We are working with multiple customers to find strong salespeople who are located in the territory and based out of their house. Truly this is a strong trend for the future. One trait that needs to be measured is this week’s offering. Self-Direction Balanced self-direction originates with an internal drive to excel in a chosen career path. It requires one to have a strong desire to be better than they currently are today. This trait includes having a clear vision of one’s future objectives and the self-discipline and organization necessary to… Read More
Continue ReadingSales Traits Series – Realistic Personal Goal Setting
This week’s sales traits comes with an anecdote. At a previous company, I worked with gentlemen who ran their own part of the business and had responsibility for their own forecasts. I remember submitting my forecast for the upcoming – it was a reasonable number. The 2 other business segment managers submitted astronomically-high forecasts. I took much heat for my forecast since it was much less than the other 2 managers. At the end of the year, I finished at 90% of my forecast. One of the business managers finished at 25% of his forecast. The other finished at 5% of his forecast. Honestly, it was that bad. Ever since… Read More
Continue ReadingSales Traits Series – Persuading Others
Sales is the art of convincing other people to change their behavior. Obviously, this ability relies upon the following sales trait. Persuading Others This is the capacity to convince others – to present one’s viewpoint in such a way that it is accepted by others. A salesperson with strength in this capacity can see and talk from another’s point of view. A person who has the ability to understand other’s objections and concerns and then respond to them effectively. A weakness in this area indicates a salesperson who is insensitive to others – not knowing what they want to hear. A weakness can also be due to having excessive role… Read More
Continue ReadingSalespeople Are Professional Actors
Inc.com offers this article – When Is It Safe To Hire? The focus of the article is a software manufacturer’s assistance to their rep companies in hiring salespeople. Basically, the manufacturer will provide $10,000 to the rep company to assist them in hiring salespeople. The money can be used for assessing, training, supplementing salary, etc. Apparently this approach is relatively common in the software industry. The article discusses the pitfalls of hiring salespeople in the context of small business owners ($1-2 million revenue). This ground is well travelled by us. I am convinced that in companies this size, sales hires are a make-or-break proposition. And when I say “break” I… Read More
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