The art of building a performance sales team has long been referred to as a gift more than a science. Sometimes what makes a great sales person cannot be measured by data nor can it be assessed in an interview. Being successful in sales requires one to be gifted in soft skills (ie. interpersonal skills). Because these skills are difficult to determine from a resume or a 10- 20 minute interview many successful candidates end up not being “suited” for the job. Most business owners, managers or sales manager rely on a “sink or swim” philosophy when hiring a salesperson. They hire the ones that seem to be the best candidates. When they don’t meet the sales quota they are shown the front door. It seems that if you don’t have the “gift” for making sales you’re out. But this approach to hiring and training can lead to a revolving door of sales people. Few make it, most don’t.
So here is the good news: inspiring great sales performance can be accomplished with the right skills. Sales managers will need to invest time to not only understand each salespersons motivational style, but also how they implement actionable tasks to get things done. If you’re a sales manager or in charge of sales you may need to adjust, tweak or adopt a new leadership style in order to hold your sales people accountable and to keep them focused. Read more