The Truth About Sale Success!
The Truth About Sale Success!
A sales or service industry professional’s personality has little or nothing to do with his or her sales success levels. The Brooks research found that there was a broad spread of personalities and sales styles across the groups of sales professionals assessed and that “personality characteristics pegged to success” was not a factor in the sales success equation. In truth, the successful sales performer’s personalities varied as much as the products or services that they sold! However, in assessing each sales professional, 78 percent of these top performers all shared the same basic value and that this core value was the key to a sales professional’s consistent sales success. What was the value? Across two distinct cultures and a diverse group of industries the core value driving top sellers was their keen interest in making a lot of money!
What does this research mean to a sales or service industry professional?
1. Personality and style are not nearly as important to your sales or business development success as your core values.
2. If you are not motivated by “financial gain,” it doesn't mean you will fail at sales. However, it does mean that you only have about a 22 percent chance that you will become a top sales producer.
3. If you’re not motivated by making money, as 78 percent of the top sales producers in the study, you will most likely always be an average or below average sales producer.
4. To be a top producer you need to work for an organization that gives you the opportunity to earn as much money as possible. The “opportunity” to make money helps to stimulate this vital core value and give you the driving force needed to succeed at selling.
5. You must understand that motivation to reach the top comes from within—from your values. Your core values are part of your internal "operating system,” that makes you who you really are.
6. You really need to find out what “turns you on” and then go for it. You see, there are hundreds of interests that are important to people with core values other than working toward high economic gain.
Top sales professionals and service industry “rainmakers” earn a lot of money. But as Bill Brooks says, “They also want to earn a lot of money. It fuels their self worth and sense of well being. It's how they measure their success.” However, I have observed in my coaching sessions with the top producers that they have additional values that complement their drive to earn money. Most of them are also driven to solve a prospect, customer or client’s problems and to meet the needs of those they sell, doing something to deserve the money they are driven to earn.
The Truth About Sale Success - To learn more about this author, visit Virden Thornton's Website.
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Bill Brooks of The Brooks Group wrote an article several years ago about his organization’s research into sales performance. Bill’s research partner analyzed 178 top sales performers from the United States and another 450 from Germany who, as he stated, “…were at the very peak of their game.” These top sales professional were analyzed in two key areas behavioral style (personality) and core values. Here’s what the Brooks Group researchers learned about sales success:
A sales or service industry professional’s personality has little or nothing to do with his or her sales success levels. The Brooks research found that there was a broad spread of personalities and sales styles across the groups of sales professionals assessed and that “personality characteristics pegged to success” was not a factor in the sales success equation. In truth, the successful sales performer’s personalities varied as much as the products or services that they sold! However, in assessing each sales professional, 78 percent of these top performers all shared the same basic value and that this core value was the key to a sales professional’s consistent sales success. What was the value? Across two distinct cultures and a diverse group of industries the core value driving top sellers was their keen interest in making a lot of money!
What does this research mean to a sales or service industry professional?
1. Personality and style are not nearly as important to your sales or business development success as your core values.
2. If you are not motivated by “financial gain,” it doesn't mean you will fail at sales. However, it does mean that you only have about a 22 percent chance that you will become a top sales producer.
3. If you’re not motivated by making money, as 78 percent of the top sales producers in the study, you will most likely always be an average or below average sales producer.
4. To be a top producer you need to work for an organization that gives you the opportunity to earn as much money as possible. The “opportunity” to make money helps to stimulate this vital core value and give you the driving force needed to succeed at selling.
5. You must understand that motivation to reach the top comes from within—from your values. Your core values are part of your internal "operating system,” that makes you who you really are.
6. You really need to find out what “turns you on” and then go for it. You see, there are hundreds of interests that are important to people with core values other than working toward high economic gain.
Top sales professionals and service industry “rainmakers” earn a lot of money. But as Bill Brooks says, “They also want to earn a lot of money. It fuels their self worth and sense of well being. It's how they measure their success.” However, I have observed in my coaching sessions with the top producers that they have additional values that complement their drive to earn money. Most of them are also driven to solve a prospect, customer or client’s problems and to meet the needs of those they sell, doing something to deserve the money they are driven to earn.
The Truth About Sale Success - To learn more about this author, visit Virden Thornton's Website.
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David BarrDavid Barr is the President of Venture Opportunities, Inc. David has been a professional business broker/intermediary since 1980 focusing on General Business Brokerage and Mergers and Acquisitions representing client transaction value from $400,000 to $20,000,000. Mr. Barr has handled the sale of over four hundred and fifty companies. David earned a university degree from the State University of New York majoring in economics and business. David holds the Mergers and Acquisition Master Intermediary and the Certified Business Intermediary designations from the International Business Brokers Association. He is also a Senior Business Analyst and a Texas licensed Real Estate Agent. For more information about David and Venture Opportunities, visit www.bizdealmaker.com. - Visit David Barr's Website |
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Dianne CramptonDianne Crampton is an executive leadership coach, team culture consultant, author and president of TIGERS Success Series, Inc. Dianne has been helping CEO's and Executives connect their employees to their core values and goals for over 20 years using the trademarked TIGERS team culture process, which stands for trust, interdependence, genuineness, empathy, risk and success. To download a free white paper on behaviors that build strong teams and behaviors that will predictably tear them down go here. Dianne's contribution to the 2010 Pfeiffer Consulting Journal (an imprint of John Wiley and Sons Publishers) entitled TIGERS Hearted Teams is available in November 2009. Her new book TIGERS Among Us: 5 Winning Business Team Cultures And Why, Three Creeks Publishing will release in March 2010. To receive publishing discounts, subscribe to the free TigerTracks Newsletter here. - Visit Dianne Crampton's Website |
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Leanne Hoagland-SmithAre your sales where you want them to be? Will you be one of the few who achieves sales or business success or one of the many who have failed to change? Are you tired of being told you are like everyone else? Then you may find my first book on sales of interest. Be the Red Jacket in the Sea of Gray Suits, The Keys to Unlocking Sales available at Amazon or at http://www.processspecialist.com/red-jacket.htm. This book is a reflection of my no-nonsense approach to improving sales to overall business results. If you are truly committed to making sustainable changes, then I can help you secure a positive return on your investment because I focus on executable solutions not telling you the problems you already know you have. From training to corporate (group) coaching to executive one on one coaching, my approach is to assess, create awareness, build a goal driven action plan and then execute. The bottom line question is "Not do you or your employees know it, but do you or they want to do it?" Please call for a free strategy session at 219.759.5601. - Visit Leanne Hoagland-Smith's Website |
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Linda RichardsonLinda Richardson is the Founder and Executive Chairwoman of Richardson, a global sales training and performance improvement company. As a recognized leader in the industry, she has won the coveted Stevie Award for Lifetime Achievement in Sales Excellence and she was identified by Training Industry, Inc. as one of the “Top 20 Most Influential Training Professionals.” Ms. Richardson is credited with the movement to Consultative Selling and is the author of ten books on selling and sales management, including Sales Coaching — Making the Great Leap from Sales Manager to Sales Coach, and Stop Telling, Start Selling. She teaches sales and management at the Wharton Graduate School of the University of Pennsylvania and the Wharton Executive Development Center. Linda is a frequent speaker at industry and client conferences, has been published extensively in industry and training journals, and has been featured in numerous publications, including The Wall Street Journal, Forbes, Nation’s Business, Selling Power, Success, and The Conference Board Magazine. Learn more about Richardson's sales training and performance improvement solutions at http://www.richardson.com web - Visit Linda Richardson's Website |
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