Success in Sales: 5 Success Factors that Matter

Guest post by: Nancy Bleeke
Become an Author

Free PDF Download
Sales and Service: 7 Steps for Positive Customer Interaction - By Nancy Bleeke

What does it take to be successful in sales? There's no easy answer because the list is long. It's one of the great debates in the sales community - WHAT does it take to be successful in sales?

One indication of the debate is the response to a recent question posted on LinkedIn. The question asked:

What is more important in sales, great selling skills or expertise on the product?

The more than 250 respondents - sales managers and sales professionals - were split with their answers. Many couldn't choose one over the other.

Why? Because both are equally important. However, to truly be successful more is needed! With our work with thousands of sales professionals over the last 12 years, we have found that the top performing sales professionals we know all have 5 Success Factors in common. They are:

Goal Transparency - Goals are written, specific and measurable. They are easily seen and detected by self and others.
Focused Energy- Personal energy that is exhibited each day. The energy is focused toward proactive and productive activities and is not diffused or scattered.
HumanConnection -The understanding of, and ability to connect with, others in communication, actions and ideas - in the way that person prefers or needs.
Emotional Intelligence - The awareness of, and ability to manage, one's emotions in a healthy and productive manner. Being able to roll with the ups and downs of sales.
Expertise - Skill and knowledge of industry, product, customer and sales process. This is more than just having the information; it's knowing the value of what the offer does for your customers and the ability to tie WHAT (the features) into the WiifT (What's in it for Them - the benefits to that person.)

If you think about the most successful sales professionals, you'll realize these Factors are part of who they are.

The great debate on WHAT it takes to be successful in sales does not have ONE answer. Five Success Factors do form the foundation of long-term sales success. And the great news is that you don't have to be born a natural salesperson - these Success Factors can be developed over time.

So, don't just read the list. Print it out, gauge your strength in each factor then identify how you can strengthen each one. Being successful takes more than just selling skills and 'who you know'. YOU matter.

Sales Assessment

How Focus Helps Sales Management Effectiveness

How to Succeed in Business in 52 Steps

Sales Management Training and Focus

Live The Life Of Your Dreams: The Top 5 Ways To Live The Life Of Your Dreams

Do I Have What It Takes to Succeed in Sales?

Critical Success Factors

10 Reasons Why Sales Commitment Has Become More Important

Salesperson ROI - How Long Must They Stick to Pay Off? Part 1

SMEs - are youths cut out for entrepreneurship

3 Secrets To Attracting More Wealth

Home Business Expert: Importance Of Consistency & Persistence

Determination Factor

Part 3: Company Description

The Plan was a Success but the Business Died

So Your Business Strategy is a Success but the Business Died?

Leadership Thrives in Any Economic Time - Part 2

Expanding the Definition of Success

Sales Results the Old Fashioned Way

Factors Affecting The Success of A Social Media Campaign

Home > Sales > Nancy Bleeke > Success in Sales 5 Success Factors that Matter > Google +

Referred by: http://www.michelepw.com/

Free PDF Download
Sales and Service: 7 Steps for Positive Customer Interaction - By Nancy Bleeke

About the Author: Nancy Bleeke

RSS for Nancy's articles - Visit Nancy's website

Sharpenz is dedicated to providing sales managers the resources and tools they need to energize, engage and equip their sales team to sell more each week. Our 30-minute power sales booster meetings help companies increase sales by providing the right tools and training - fast. Designed with the busy manager in mind, Sharpenz ready-to-go sales training kits will give your sales team the opportunity to grow and earn more - all in a half hour of power. To learn more, visit www.sharpenz.com and sign up for your free ready-to-go sales training kit today!

Click here to visit Nancy's website.

More from Nancy Bleeke
Multitasking How to Take the Crazy Out of Crazy Busy
The Give and Take of Business 3 Lessons on the Reciprocity of Referrals
Turning Lost Customers into Great Future Customers
The Sign of a True Sales Pro Admitting Were Never Too Good for Coaching
Success in Sales 5 Success Factors that Matter

Share this article. Fund someone's dream.

Share this post and you'll help support entrepreneurs in Africa through our partnership with Kiva. Over $50,000 raised and counting - Please keep sharing! Learn more.

Success in Sales: 5 Success Factors that Matter

Related Articles

Related Forum Posts

Share this article. Fund someone's dream.


Name:
Email: