Many people may disagree whether learning sales and how to be a good sales person is possible. This is because some believe that you are either born to be a sales person or you are not. And if you are not, you cannot be a successful sales person. Let’s dig a little deeper into this.
Sales Myth – You are born a sales person
One of the reasons why sales managers and business owners think that you are born to be a sales person is that they believe that you have to have a particular type of personality to be able to sell. And that you need to be talkative and have the “gift of gab” to have any chance.
While this can be debated with many taking either side, the reality is that a sales person can be very successful with many different personality styles. Now, it is true that in order to good at selling, a sales person will need to be somewhat outgoing and need to be able to communicate on a professional level.
But someone does not need to be the loudest person in the room in order to meet those two requirements – outgoing and able to communicate.
The Challenge with Believing that Sales People are Born
With a lot of sales managers taking the side of the debate that sales people are born, you have many out there that are not fully embracing that learning sales is possible.
When this happens, you have sales managers that interview job applicants and they assess their personality and how talkative they are. If the applicant passes the personality test and gets labeled as a natural sales person, the sales person can often then be thrown into a territory with a bag of products and a quota and expected to make it happen.
As many sales managers will likely relate to this, this can often lead to many sales people not performing as well as they were expected to. “I don’t understand it. He seemed like he was going to be so great.”
Keys to Learning Sales
The reality is that sales is a skill and there are key things that can be done to improve results. If you get beyond the concept that sales people are not born, you can then begin to believe that sales people are built.
If a person has some key criteria like personal drive, competitive desire, ambition, organizational skills, communication skills, and ability to learn, then learning sales is possible, regardless of personality that the sales person is born with.
The key here is to provide ongoing sales training and sales coaching. This can start with initial sales training provided to all new sales people. This should not just focus on the products that they sell, but also the sales messaging and what should be said when prospecting.
Sales coaching can also be embraced on an ongoing basis to help the sales person to incorporate the training they have been given and make sure the progress is being encouraged and supported.
|Launch Pad Solutions provides tools to help sales pros with learning sales.|
|This article was published on Tuesday 14 May, 2013.|
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