Every single buyer is different. Every single sales person is different. The skill, which rests primarily on the shoulders of the sales person, is to find a common interface so that the boundary that may exist between the buyer and the seller starts to disappear until such a point that it is almost impossible to see the join between the buyers process and decision-making function and actions of the sales person.
This is where strong sales-buyer relationships sit, this is what true value and synergy in the sales-buyer process looks like.
It works to support a win-win, it’s based on value, it’s effective, it creates robust relationships and it delivers exceptional customer service…yet why are there still sales people today who think it’s acceptable to use the same generic pitch regardless of the buyer, the buyer type, the industry and the sell?
- Fear of trying something new?
- Poor relationship building skills?
- Can’t see what they should be doing?
- Low levels skills sufficient only to support hit and run sales presentations/sales prospecting?
- Poor product knowledge?
Many of these can be eliminated by delivering training – many can not be eliminated by training at all, and training in these circumstances should not be an option.
Some of the required sales skills are so keenly based on the inherent personal make-up of the individual that to begin to try to teach these skills would probably cause a high level of stress and distress to the sales person as the trainer would need to undertake a serious amount of work with the sales person in order to help them de-construct and untangle their thinking before any new skills could be introduced.
This would likely take a long time and with little guarantee of success.
Which begs the questions:
- How tailored is your sales recruitment process in identifying not just sales skills, but identifying personal and personality based attributes?
- How robust is the sales recruitment process for uncovering details about the person work ethic and inherent communication skills, problem solving and relationship building skills?
- Is your sales recruitment process so robust that it will ensure your customer interactions and prospect development activities are the best in the industry, sustainable and able to deliver solid, stable and accurate sales forecast?
Getting the right sales person, with the correct professional skills and personal attributes makes far more sense in the long run, working with sales people who have the basic building blocks of success already built into their personality will yield greater and far more consistent sales results which is the foundation of any successful business.
Whether your company policy is to recruit inexperienced sales people and make sales superstars or to buy ready-made sales people, both carry risks. The risks can be minimised considerably by using an effective, demanding, prolonged and thorough sales recruitment process to screen not just the prospective employee but the person behind the employee.
To find out more about how you can minimise the risks associated with recruiting sales people at all levels, contact us for a confidential chat.
Carol Griffiths – Director and Lead Consultant
Morton Kyle Limited
0779 002 1885