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Need More Sales? Upgrade Your Sales Team
Written by: Dave FergusonArticle Overview: What do good sales people look like. Here are the Top 10 characteristics for them.
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Need More Sales? Upgrade Your Sales Team
Need More Sales, Upgrade Your Sales Team
The 80/20 rule, simple states, that 20% of your sales team makes 80% of your sales. Its hard to believe, but this rule was formulated over 100 years ago. Who would have predicted it would still apply to sales teams today? Scary but it does. Research consistently shows that more then half of the people in sales roles lack the basic skills and attributes required for success in the sales profession. Of the remaining half, 50% of them have the potential for success but are currently selling the wrong product or service. That leaves about 25 % to sell about 80% of the world’s products and services. If you could only spot the 20% who sell the 80% you’d be sitting on a wad of revenue and profits, wouldn’t you? Let me help you out a bit.
Top sales people possess certain attributes as natural gifts or develop them through training. If you could spot these people and get them selling for you, life would be good. Here are 10 Characteristics of Top Sales People:
• They live in a sunny world. They have a positive attitude on steroids. All of their glasses are half-full and every cloud they encounter has a silver lining.
• They understand the numbers game. They know how many times they’ll have to hear “no” to get to one “yes”. They don’t get discouraged when a call doesn’t go their way; they quickly focus on the next call.
• Prospecting is 24/7 for them. They understand they must continually feed their pipeline. They are obsessed with prospecting.
• They are internally motivated to do whatever it takes to win business. They live for the chase. Nothing gets in the way of their success.
• They believe they and their products or services are the best. They are enthusiastic about their company and their passion is reeking from them always.
• They hate second place. Deep down they have to win and they aren’t good losers. The other 80% are too good at losing!
• They move forward with every customer contact. They want commitment from a customer and they work the process to move closer to that commitment at every contact. They are always moving towards a “yes”.
• They understand their products and services inside out and understand why they are better than the competitors. Actually most top sales people believe there is no competition. They don’t sell to people who don’t need their product or services.
• They have already considered every possible “no” situation and are ready to overcome the objection. Their way of over coming objections builds confidence and trust with the prospect.
• They understand their customers. They never stop trying to find out more about them.
The last 10 years of great economic times, has created the need to put a lot of people in sales positions that just don’t have what it takes to be successful sales professionals. At best, many of them are glorified “order-takers”. McDonalds needs more of them, does your business need them too? If your sales are not on track, upgrading your sales force shouldn’t be an option. Some of your team may just need proper training and support. A good business and sales coach can help you with that. In addition, you know have an understanding of what top sales people look like. Spot them and go after them.
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Article Tags: 100 years, attributes, chase, glasses, losers, natural gifts, numbers game, passion, pipeline, positive attitude, profession, profits, silver lining, steroids, sunny world, wad
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About the Author: Dave Ferguson RSS for Dave's articles - Visit Dave's website  Dave Ferguson, has over 20 years of corporate experience at the senior level. He has held positions of Senior Vice President and National Sales Manager at companies such as Wells Fargo, HSBC and other financial institutions. Dave's broad range of experience at these prestigious companies where he coached, mentored, trained and developed leaders makes him uniquely qualified to coach you and those in your organization. Dave's clients value his diverse and solid background as they put their trust in him to guide them and their companies through whatever challenge or situation develops. Dave's coaching process provides personal and business management strategies - a balanced solution to help his clients work less, earn more and enjoy richer lives. Dave additionally is a sought after public speaker and also has developed several workshops and bootcamps designed to help people improve. He is also a certified member of the John Maxwell Team, and is proud to be able to offer the internationally recognized leadership expert's programs to his clients. He can be reached at Dave@GrowWithSynergy.com. Click here to visit Dave's website   Get In The Effectiveness Groove Add Uniquness to your Business Does Your Team have the Right Sales Plan Are You Ready For Coaching Uniqueness Can Add Tremendous Value to You and Your Business |
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Re: Online Sales and Marketing vs Traditional
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I am noticing that many of the posts in the Sales/Marketing section deal with online marketing, SEM and and SEO and Affiliates. I was wondering if it might be a good idea to separate that section into two; 1) Online Sales and Marketing; 2) Traditional Sales and Marketing[/quote:31w9r2iz]
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