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Volume IX, Issue 11
September 16, 2011 |
| SalesFocusInc.com | 410.442.5600 |
| info@SalesFocusInc.com | toll free 866.840.8305 |
I equate selling with sports, as top athletes must also possess everything we have discussed. Top athletes have an internal desire to succeed, both financially and personally. They refuse to quit. They are focused on success. When they lose that focus to succeed, you will see their skills deteriorate over time. Successful career athletes always have the common trait of a competitive desire to win. They refuse to lose, whether they are competing against other top athletes or playing a friendly game of ping pong. Not everyone can be a professional athlete and not everyone can be a successful sales person. If a person has the traits that I have discussed and is comfortable talking and communicating with people, we can develop them into a top sales person. I have found that the single element that we can't teach is work ethic. I have always said that I can teach you to open any door to win new business, but I can't open your car door each morning to get you started. Selling is not about talking. It's about listening. I don't need the most extroverted person to develop a good sales person. I need people who listen, who understand business and who want to succeed. People who have committed to and achieved success make good sales people. You will see top sales people who have already been successful, become the top sales person in any industry they enter. Learning the product or service they are selling is the easy and rapidly accomplished part. Having a strong commitment to achieve, and being focused and process driven takes a lifetime to develop. I'm always asked how do you find sales people with these traits; how do you find people with a quality work ethic? It's not something that we can test for; we have tried many testing methods. We have tried to analyze how to identify the traits that make people successful. There are many quality testing tools on the market, but work ethic is not something that I have seen anyone be able to test for. I look for past results and consistent results over years. I look for past jobs or roles that required discipline. I look back in the early years of someone developing their career and see what they did to achieve success. I look to see if they had to overcome adversity to achieve, or if they had adversity in their lives and careers. How did they overcome the challenges? Hard work, and commitment to excellence is something that is difficult to identify, but when you find that person who is focused on success, hire them and watch them succeed! You can't teach work ethic. It's something that is developed in the early years of personal development. I'll take a person with a great work ethic any day, but it's hard to find and even harder to identify in the interview process. You want people who want to be challenged, who want to achieve personally and financially. Sales is about making money, it's about solving problems, and it's about finding solutions. You have to work hard to be successful and in today's competitive economic climate, you better have a work ethic that exceeds your competition's work ethic. Possessing the need to succeed, the drive for personal growth and the focused effort of achievement are all traits you want in your sales people. If someone tells you they are a great sales person because they love people, tell them it takes more than relationships to succeed.
Sales Focus is driven towards a single goal: "Generating Immediate Revenue for our Clients!" Whether it's implementing our S.O.L.D. Methodology, Developing Lead Generation Programs or Launching an Outsourced Sales Force, we remain focused on the goal of TACTICALLY GENERATING RAPID REVENUE. Let us help you not only meet, but exceed your sales goals.
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