{"id":2128,"date":"2009-10-08T15:58:00","date_gmt":"2009-10-08T20:58:00","guid":{"rendered":"http:\/\/selectmetrix.com\/blogs\/2009\/10\/this-is-85-of-sales-success\/"},"modified":"2009-10-08T15:55:29","modified_gmt":"2009-10-08T20:55:29","slug":"this-is-85-of-sales-success","status":"publish","type":"post","link":"http:\/\/selectmetrix.com\/blogs\/2009\/10\/this-is-85-of-sales-success\/","title":{"rendered":"This Is 85% Of Sales Success"},"content":{"rendered":"

From an article in our local StarTribune.com<\/a> (bold mine):<\/p>\n

A Carnegie Foundation study once found that only 15 percent of a businessperson’s success could be attributed to job knowledge and technical skills — considered an essential element but overall, a small contribution. A whopping 85 percent could be determined by “attitude” and the “ability to deal with people.”<\/strong><\/p><\/blockquote>\n
I grant you that \u201cattitude\u201d is a fat word \u2013 I\u2019m not sure exactly how he defines it in this survey.\u00a0 Nonetheless, you get the point when it comes to hiring.\u00a0 I would estimate that 85% of sales hires are based on technical skills as opposed to the ability to deal with people.<\/p>\n
Soft skills often get marginalized in sales hiring, but companies do that to their own peril.\u00a0 Successful selling requires \u201cthe ability to deal with people.\u201d\u00a0 Not only people, but people who have different motivations, values, perceptions, etc.\u00a0 The strongest salespeople know how to leverage these human aspects when they are using their skills.<\/p>\n","protected":false},"excerpt":{"rendered":"
From an article in our local StarTribune.com (bold mine): A Carnegie Foundation study once found that only 15 percent of a businessperson’s success could be attributed to job knowledge and technical skills — considered an essential element but overall, a small contribution. A whopping 85 percent could be determined by “attitude” and the “ability to deal with people.” I grant you that \u201cattitude\u201d is a fat word \u2013 I\u2019m not sure exactly how he defines it in this survey.\u00a0 Nonetheless, you get the point when it comes to hiring.\u00a0 I would estimate that 85% of sales hires are based on technical skills as opposed to the ability to deal with… Read More<\/a><\/p>\n","protected":false},"author":2,"featured_media":0,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"bgseo_title":"","bgseo_description":"","bgseo_robots_index":"","bgseo_robots_follow":"","jetpack_post_was_ever_published":false,"_jetpack_newsletter_access":"","_jetpack_dont_email_post_to_subs":false,"_jetpack_newsletter_tier_id":0,"_jetpack_memberships_contains_paywalled_content":false,"_jetpack_memberships_contains_paid_content":false,"footnotes":"","jetpack_publicize_message":"","jetpack_publicize_feature_enabled":true,"jetpack_social_post_already_shared":false,"jetpack_social_options":{"image_generator_settings":{"template":"highway","enabled":false},"version":2}},"categories":[2,16],"tags":[1412,257,1411,211,1410],"jetpack_publicize_connections":[],"jetpack_featured_media_url":"","jetpack_sharing_enabled":true,"jetpack_shortlink":"https:\/\/wp.me\/p5Oho-yk","jetpack-related-posts":[],"_links":{"self":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts\/2128"}],"collection":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/users\/2"}],"replies":[{"embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/comments?post=2128"}],"version-history":[{"count":1,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts\/2128\/revisions"}],"predecessor-version":[{"id":2129,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts\/2128\/revisions\/2129"}],"wp:attachment":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/media?parent=2128"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/categories?post=2128"},{"taxonomy":"post_tag","embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/tags?post=2128"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}