Nature vs. Nurture: Sales Traits You Can Learn -- Part 2

ICYMI be sure to read Part One of this series hereYou can learn persistence the first trait through proper sales training focused on the right skills By giving salespeople powerful tools in the form of sales strategies they can overcome the obstacles to persistence When sales fail persistence is the first to suffer With DMTrainingamp8217s unique approach sellers learn how to persist through obstacles and how to build lead prospect and deal flowThe second trait is being goaloriented All sales goals essentially lead back to one thing Money Whether itamp8217s the revenue target or a selleramp8217s own commission hopes making more money is the name of the gameSo how can we use this underlying motivator as an advantageMost answers to the question are soft something along the lines of amp8220work harder work smarter work more productively and go after bigger accountsamp8221All of these responses sound right amp160except that most sellers are already working as hard smart and productively as they believe is possible Theyamp8217re already going after the biggest possible deals they can findIf making more money depends on sellers doing the same things even harder then theyamp8217re essentially set up for failureTodayamp8217s sales are the end result of a lot of different kinds of activities over a long period of time If you can recognize your own patterns segment the activities that take up your time and then optimize your selling time amp160while comparing our s efforts to results through realtime activity dashboards such as pipelines forecasts and activity reports amp160you can with the same 100 percent effort make more moneyWhich activities move the needle on results The ones that directly impact income Sellers need to get continuously better at finding the right people to talk to building a pipeline of those people and negotiating and closing the right number of deals with those people and their companiesProspect management training will encourage the right sales traits It focuses the selleramp8217s attention on maximizing time with those sales most likely to close It also creates sales strategies most likely to advance salesDevelop a longterm selfmarketing campaign that includes lead generation and networking This along with amp160tactical appointmentmaking skills will reach toplevel decision makers and influencers Nothing increases a selleramp8217s position of strength more than an ability to reach other qualified and potentially interested peopleNegotiation training is not simply hammering out TampampCs but before during and after the negotiation eventWith efficient training some of the most successful salespeople and managers start off human and become superhuman Are you looking for this kind of changeStay tuned for Part 3 of this series in which we will look at ways to teach essential organization skillsThe opinions and points of view expressed in this commentary are exclusively the views of the author and do not necessarily represent the views of MediaVillageMyersBizNet management or associated bloggers

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Nature vs. Nurture: Sales Traits You Can Learn -- Part 2

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