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RECOMMENDED BOOKS
  • Selling BEYOND Survival: The Essential System for High-Activity Sales Professionals
    Selling BEYOND Survival: The Essential System for High-Activity Sales Professionals
    by Lance Cooper
  • Sales Coaching: Making the Great Leap from Sales Manager to Sales Coach
    Sales Coaching: Making the Great Leap from Sales Manager to Sales Coach
    by Linda Richardson
  • Good to Great: Why Some Companies Make the Leap... and Others Don't
    Good to Great: Why Some Companies Make the Leap... and Others Don't
    by Jim Collins
  • Wooden on Leadership: How to Create a Winning Organization
    Wooden on Leadership: How to Create a Winning Organization
    by John Wooden
  • Linchpin: Are You Indispensable?
    Linchpin: Are You Indispensable?
    by Seth Godin
  • Tribal Leadership: Leveraging Natural Groups to Build a Thriving Organization
    Tribal Leadership: Leveraging Natural Groups to Build a Thriving Organization
    by Dave Logan, John King, Halee Fischer-Wright
  • The Five Dysfunctions of a Team: A Leadership Fable (J-B Lencioni Series)
    The Five Dysfunctions of a Team: A Leadership Fable (J-B Lencioni Series)
    by Patrick Lencioni
  • Mindset: The New Psychology of Success
    Mindset: The New Psychology of Success
    by Carol Dweck
  • Influence: The Psychology of Persuasion (Collins Business Essentials)
    Influence: The Psychology of Persuasion (Collins Business Essentials)
    by Robert B. Cialdini
  • The Power of Habit: Why We Do What We Do in Life and Business
    The Power of Habit: Why We Do What We Do in Life and Business
    by Charles Duhigg
  • This Year I Will...: How to Finally Change a Habit, Keep a Resolution, or Make a Dream Come True
    This Year I Will...: How to Finally Change a Habit, Keep a Resolution, or Make a Dream Come True
    by M.J. Ryan
  • The Carrot Principle: How the Best Managers Use Recognition to Engage Their People, Retain Talent, and Accelerate Performance [Updated & Revised]
    The Carrot Principle: How the Best Managers Use Recognition to Engage Their People, Retain Talent, and Accelerate Performance [Updated & Revised]
    by Adrian Gostick, Chester Elton
  • The Accidental Sales Manager: How to Take Control and Lead Your Sales Team to Record Profits
    The Accidental Sales Manager: How to Take Control and Lead Your Sales Team to Record Profits
    by Chris Lytle
WELCOME SALES LEADERS

"You can coach salespeople - you can help them get better."

Coaching Sales Tweets
Selling BEYOND Survival

In Selling BEYOND Survival, I explain the attitudes, skills, and steps in a high-activity sales system - one that focuses sales time on essential activities. Please buy the book. Learn to lay down at night knowing you have an excellent chance of earning money for your needs and not your company’s budget requirements. Get better. Sharpen your saw. Chop wood, carry water, enjoy the fire. Lance.

Entries in leadership (1)

Thursday
Jun282012

When Coaching Salespeople Recruit Genetics 2nd for a Great Sales Culture but Still Recruit Character FIRST!

Culture Effect of ...
Sales Cycles • Personality Traits • Recruiting


Fast Sales Cycle

High-activity sales leaders and managers coach salespeople within a fast sales cycle of less than 90 days. Their recruits behave like Kentucky Thoroughbreds.  Quick off the starting line and out the gate - the best get to the finish line fast and then prepare to start the race again each and every month.

A healthy sales culture working an accelerated sales cycle contains recruits and reps best suited to handle a blistering pace of prospects, appointments, presentations, and new customer set-ups.  It contains those people with the right genetic makeup to take care of multiple prospect and customer interactions and to do so with a confidence and a smile.

Personality Traits

After many years of using validated profiles, here are four (4) personality traits to recruit for that reduce stress and increase performance.

1.  Goal-Orientation trait - enjoys jumping out of the starting blocks and getting to the end point as quickly as possible - not thinking about processes but about fast decisions with an eye out for finishing as soon as possible.  Want to close the deal.

2.  Social Confidence trait - enjoys telling people what to do and can ask the tough questions, give presentations, handle concerns, and deal with prospect or customer challenges in difficult situations.  Can tell someone what to do and when to do it.

3.  Social Drive trait - enjoys being around people even after work. Loves recognition and being in front of an audience. Is energized with networking and spending time with prospects and customers.

4.  Need to Control trait - enjoys independent decision-making and getting things in the selling environment moving in the particular direction they desire (with social confidence and goal-orientation It contributes to closing a deal)

When a sales manager first sees these traits they make an intuitive impression for their genetic power in a high-activity sales role.  For example, what if someone did not like to move fast to goals and end-points, but was more process-oriented?  How do you feel that would affect consistent sales performance each month and job stress?  

What if someone did not like to be around lots of people and had a low social drive, but their sales goal required them to see 10-15 new people per month and to prospect at levels necessary to sustain that appointment rate?  How do you see this person doing as a rep?  Would they feel extra pressure?

Yes, some horses are born to race and others are born to plow - some dogs are born to hunt and others are born to sit in the palm of your hand.  Work hard at a best practice recruitment process and it will make a positive difference for your culture and your results.  You can do this, but still recruit character first.  Lance.