One of the most important aptitudes in sales is a proper results orientation. The key word is “results.” Oftentimes we encounter sales managers who place their focus on activity orientation instead of results.
An example would be a salesperson who has a furiousness to their work…almost like their hair is on fire. But no significant deals seem to close despite their frantic pace.
I used to work for a sales manager who would describe those salespeople as a horse-drawn wagon. There would always be a cloud of dust around them, but at the end of the day, the wagon hadn’t moved.
Salespeople who lack a strong results orientation are often like that wagon. Activity is important to success, but results are the actual goal. This ability to drive for results can be measured in both your existing salespeople and potential sales candidates.