By Mark Gowrie
Mark is Sales Director for AchieveGlobal. He manages the northeast territory and oversees a high-performing and profitable sales team. Mark has a proven track record of delivering results for large scale global implementations. He is a thought leader and an innovative thinker who creates next-generation learning solutions that help businesses across the globe achieve business goals in the areas of leadership, sales, and service.
We’ve read articles that debate whether great salespeople are born or whether they’re created. It’s the equivalent of the nature versus nurture argument when it comes to savvy sales strategy and technique. On one side of the debate, some say that having the ability to sell resides as a sort of inherent quality, and therefore companies must hire people who already have a solid foundation of these skills. Others argue that these skills can be developed through the right combination of talent matched to unique skill sets.
Whichever side of this argument you land on, the reality is that we can learn from the sales experts who are successful at what they do, and who are the cream of the sales team crop.
Each month, AchieveGlobal hosts an online poll through our eNewsletter, Achieve. In one of our past surveys, we asked, “What sets sales experts apart from the pack?” While results of this poll showed some distribution across a few categories of responses, by far the largest group of respondents (56%) said that “knowing how to provide value-added information to a customer” is what sets a sales expert apart from the pack.
Right behind an ability to provide value-added information, the second largest groups of participants identified two other sales success-making characteristics among salespeople:
- They leverage tools and resources better, and
- They have better interpersonal skills
These findings confirm the concept that a salesperson’s effectiveness relates directly to their ability to use their own respected opinions and perspectives and bring them to help shed light on a customer’s situation. The survey also reflects how important it is for salespeople to make individual connections that focus on the personal side of sales transactions.
Sales success is a direct result of being other-oriented in one’s communication, focusing on the customer’s needs and figuring out ways to make use of the resources in one’s tool belt to meet those needs.
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