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What makes a Good Sales Person??

If you evaluate your existing sales team you will find that your best performers are those who seem to instinctively do the great things they do – it comes naturally to them. Whereas the “strugglers” are often like a fish out of water and the whole knowledge base and process is alien to them. They may try hard, but the natural aptitude isn’t there.

However, a balanced sales team is very important for a smooth operation. No sales team should be a team of clones - in other words, don’t employ yourself over and over. Having a balance of people with different attributes and who can contribute new talents and inspire others in the team is important. Having people with different talents and styles of presentation and selling will mean that there will be someone on the team to suit the needs of each individual client.

Your thoughts?
- by Snowboy
Pretty much hit the nail on the tip didn't youthmbp2; - by EmmaC
JI agree with most of that - Howeer don't you feel that the difference in the workplace will create a conflict amoung fellow workers?:dun - by Gunner
If you evaluate your existing sales team you will find that your best performers are those who seem to instinctively do the great things they do – it comes naturally to them. Whereas the “strugglers” are often like a fish out of water and the whole knowledge base and process is alien to them. They may try hard, but the natural aptitude isn’t there.
I disagree. Having dealt with thousands of salespeople from a great number of industries, I'd say that few top producers instinctively did what they do. They learned what to do. They learned from good sales training, they learned from watching successful salespeople, and they learned through trial and error.

Occasionally there will be the wonder kid that comes in and hits the street running, acting as though it is simply second nature. They are the exception, not the rule.

Many of the salespeople I've met or worked with have been bottom feeders who learned to become top producers. Selling isn't an instinctive endeavor. For most it's a learned process.

The issue isn't instinct but rather what one does with what they've learned. For some it's even more basic than that. For instance, there was a thread on this forum a little while back about how the big producers get so many huge sales. The implication of some of the responses indicated they wanted to know the secret these guys had. The problem is, there aren't any secrets. Looking for the secret to sales success diverts attention from the real answer--learn how to prospect, learn how to sell, and do what you've learned and do more of it and do it better than your competitor. - by pmccord
I agree that it is good to have sales people who can help inspire others. In all the teams I’ve ever worked with there has always been a mixture of experience – but not through design. However, I don’t agree that having a mix of styles in the team is good; it may be unavoidable, but not necessarily good.

First of all the really good sales people are chameleons. They change their approach, their style and their attributes to suit their audience and they have no idea they are doing it. Their language will change, tempo, words, their filters they use to process information also change, they chunk information up (strategy) or chunk down (detail), everything about their style changes to suit their audience. Therefore you have all the different styles required in one person. The not so good salespeople can’t do this and so they have to find customers who meet their style which limits their results.

Presentation styles – and gosh I’ve seen some bad examples around. Again here there is a style that is best. There are rules, do’s and don’ts that need to be followed. Most of this can be taught – except, of course, for personality, but it’s not good to have different styles – the salesperson needs to adapt to their audience, they need to captivate them and take them on the journey, just like any stage performer.

Lastly, you need methodology and process. If you don’t have a single methodology and process implemented across your sales team then by definition you have lots of different methodologies and processes and this will lead to mixed results. - by Firstborder
Thanks for all the comments guys and girls - They have been great to read.

All the best
thmbp2; - by Snowboy
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