The answer is simple: hire great sales people.
Great sales people are not born; they are skilled professionals who have the right orientation and drive to be the best. The skills, habits and attitudes needed to be a great sales person can be identified and measured. In fact, research has shown that top sales performers score highly on at least 70% of these factors:
Top Sales Performer Skills
- Customer-centric: Always puts the customer first.
- Commitment to service: Has the skill and commitment to deliver impeccable service at all times.
- Organized: Even with the best sales force automation systems, top performers take a disciplined approach to customer relationship management and to the sale process.
- Self Managed: Motivated to succeed and possesses effective self-management skills.
- Accountable: Takes personal responsibility for results and does not make excuses.
Top Sales Performer Habits
- Active listener: Able to pick up non-verbal cues and encourage people to be open about their feelings.
- Versatile: The ultimate multi-tasker who can readily adapt to the variety of different situations, challenges, and different personalities.
- Flexible: Thrives on constant change and handles it with ease.
Top Sales Performer Attitudes
- Interactive: Enjoys meeting and getting to know people.
- Curious: Always interested in learning new things.
- Resilient: Able to deal with rejection and overcome barriers, not easily discouraged.
- Motivated by winning: - A desire for money, efficiency, and return on one's investment.
- Independent: Committed to controlling his or her own destiny.
But the best sales representatives – people who can truly maximize sales opportunities – have one more important trait – they are entrepreneurs. They are willing to take managed risks and make investments of their time and effort to get a return. The challenge for CEO's is finding and hiring great sales people. A sales consulting team can help you find the right sales people for your company.
How does your sales force stack up against your competitors?