Sales Training Classes:

Sales Training America is a world class sales training and custom development training company specializing in sales training and sales skill development of our client's sales force. At Sales Training America we help our clients improve their sales profitability through the development of their sales management and sales efforts through SalesForce.com implementation. Sales Training America offers both public (open enrollment) sales training classes well as the development of customized sales systems and sales classes for Fortune 1000 companies across United States and Canada.

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If you are, Sales Training America can help there too. If you simply want to outsource some of your sales or sales management training or if you want to redefine yourself completely to survive mergers, acquisitions, leveraged buyouts, downsizing, or corporate restructuring we can help you.

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Sales Classes: What's Your Selling Style?

What are the characteristics of a great salesperson? Are there specific talents or personality traits one should look for when hiring a salesperson? A recent study conducted for one company might surprise you.

Human resource managers in a mid-range technology company wanted to identify characteristics to look for when they hired sales people. The company currently had a sales force of more than sixty, all of whom were well paid. Some of these people brought in huge amounts of good business while others failed completely. What were the differences between those who excelled and those who failed?

The first step was to identify their very best sales people. This was easy. There were five who each brought in more than double the business of the next lower tier. Each of these people were interviewed and asked to talk about how they performed various tasks like scheduling appointments, following up, and closing a sale. They also took some personality tests.

The top people had many traits in common. They also had some startling differences.

All of the sales people were hardworking and enthusiastic. All had great people skills. They were masters of establishing rapport, maintaining relationships, handling objections, and negotiating a deal. They all had strong communication skills.

The big surprise came when looking at how salespeople kept themselves motivated. and exceptional instead of just good.

The study revealed two kinds of salespeople: Hit-the-Mark Producers and Evangelists. Either could be a top performer, but they approached their work in very different ways.

Hit-the-Mark Producers

Two of the five fell into this category. Hit-the-Mark Producers were focused and steady. They knew what they had to do and did it very well. They honed their skills and constantly looked for ways to work smarter and more effectively. These people could sell almost any product or service.

Hit-the-Mark Producers were motivated by excellent pay resulting from their hard work. They enjoyed the freedom and control their positions allowed. They generally liked all or most of the many activities and tasks needed to work with clients and produce sales. Invariably, they were focused and responsive, regardless of the product or service being sold. They believed that smart work done well and consistently leads to success.

Evangelists

The remaining three were evangelists. These people got up in the morning because they had a "fire in the belly" that came from a belief in what they were selling. When their energy was fueled by passion, they were virtually unstoppable. They could produce amazing results, often landing customers who further contributed to sales by becoming staunch advocates for the product, service, or company. When fired with passion, these people often outsold Hit-the-Mark Producers who had more training and stronger skills.

The danger came when Evangelists lost confidence in what they were selling or in the company itself. When that happened, they deflated. Their energy dropped sharply as did their ability to engage with customers and to convince them to make the buying decision.

Room for Both

The study showed that both Hit-the-Mark Producers and Evangelists could be highly effective salespeople.

Top performing salespeople understood how to motivate themselves. They focused on their strengths. Hit-the-Mark Producers scheduled their work effectively and efficiently. They used rhythm and consistency to carry them through and produce results. Evangelists constantly looked for the benefits and strengths of the products or services they sold. They constantly sold themselves on the benefits of the company they worked for. They used belief and enthusiasm to keep going even during difficult times.

The managers who conducted the study learned that top salespeople can come from anywhere. The key for management is to recognize and nourish individual needs and abilities even as they set standards of performance that are consistent and appropriate for all. In this case, it meant providing clear measurements and compensation that sales people perceived to be clear and fair. It also meant continually working with sales people to fire up their passion for what they were selling and for the company that employed them.

Source: Judy Downinglink

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