Tuesday, 2 August 2011

What is it that all good sales people have?

In our sales lab we know that high performance sales comes from training and developing good sales people through four specific stages.
  1. Build a sales process
  2. Conduct activity around that process
  3. Develop 'swagger' from the wins and losses of your activity
  4. Create sales effectiveness and efficiency through refinement.
That's how to be a good salesperson, develop a high performing sales team, start a restaurant or grow a business.

In our minds, we see the 'swagger' as being the key enabler of a good sales person. Although the word swagger can often convey arrogance or an overly assertive manner when it comes to sales people, we keep coming back to it. For the record, swagger means: 'to walk with a swaying motion; hence, to walk and act in a pompous, consequential manner'.

Call it whatever you like, but there's no doubt certain qualities make a good sales person stand out from the crowd. The characteristics of a good sales person, are hard to describe and unquestionably rare.

Good sales people, with exceptional talent, usually have a sense of calm urgency, a coolness matched with persuasion, confidence with empathy and directness with rapport. All behaviours that would seem at odds in the dictionary but perfectly describe what we call 'swagger' or 'sales essence'.

If you have a better word to describe these sales cats, please let us know.


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